What Do Tiger Woods & Top Producers Have in Common?

» By
tigerwoods

Tiger Woods is arguably the most skilled golfer of all time. At the writing of this article, he won for only the second time since his infamous personal meltdown brought him back to earth. Regardless of his personal behaviors and choices, there is no doubt that for a period of a dozen years, he was not only the best golfer on the planet; he was the best at his craft in the entertainment industry (athletes, actors, singers, etc). And, Tiger Woods had a coach. The fact is that Woods and other … [Read more...]

Filed Under: Featured Home Ad Top, One on One, Selling Skills
Tagged With: ,

Insurance Sales Tips to Differentiate Yourself in a Crowded Market

» By
differeniateyourselfincrowd

There are just under a gazillion people (give or take a few) who sell insurance. You may sell life, property and casualty, health, annuities or disability insurance… it doesn’t matter. You are in competition with others who sell basically the same products. What makes you different? Let’s first clear up three myths. Insurance Sales Tip #1, don’t pitch yourself as “different.” You can’t tell others you are “different” because you give the “best” customer service. … [Read more...]

Filed Under: Highlight Upper Left, One on One, Selling Skills
Tagged With: ,

Becoming an “Object of Interest” Is Job No. 1: Here’s How to Do It

» By
interest_btm2

I recently responded to a discussion among insurance professionals on Linked In regarding the subject of insurance advertisements on television. The writer was fed up with what he termed the “dumbing down” of insurance to the public. Between Flo from Progressive, the dancing e-surance staff and the ubiquitous Geico gecko, public perception is shifting to the extent that the company with the most entertaining commercials also is most deserving of your business. As distasteful as this may … [Read more...]

Filed Under: Featured Middle Right, Marketing, Promotion/Advertising
Tagged With: , , ,

Getting Past the Gatekeeper

» By
gatekeeper

For some of us, the sales process with our prospect can be a breeze compared to the task of getting past the gatekeeper and securing that interview with the person who can write the check. That’s why they are called gatekeepers, and if they’re any good at what they do they will give you a run for your money. Last week, I was dealing with administrative details after my father’s death. He was using a CPA that I’d referred him to (not my personal one, but another colleague). I realized … [Read more...]

Filed Under: One on One, Selling Skills
Tagged With:

Blocking and Tackling: It’s the Basics that Make You a Sales Champion

» By
tackle

When I sat down to write this article, I had just finished watching this year’s Super Bowl between the Green Bay Packers and the Pittsburgh Steelers. It turns out that you can learn a great deal about business and life by viewing sports, especially when you’re watching champions. In fact, this game and all its pageantry are ripe with examples of what to do (and what not to do) in your business sales “game.” Let’s dissect three such examples that come to mind… 1. In the end, it’s … [Read more...]

Filed Under: Client Acquisition, Closing, Highlight Upper Left, Networking, Objection Handling, Selling Skills
Tagged With: , , , ,

Talking the Talk: How Improving Your Language Will Lead to Success in Sales

» By
talkingtalk

“Language controls discussion; discussion controls relationships; relationships control business.” My professional mentor, Alan Weiss, always preached this very important aphorism to me. Here’s what that means: The more versed you are in vocabulary, language and the “martial arts” of conversation, the more business you will gain. The quicker you learn it, the more you will accelerate your growth. Since your business is about growing relationships and closing new business, this … [Read more...]

Filed Under: Highlight Lower Right, Public Speaking/Seminars, Selling Skills
Tagged With: , , , ,
Next Page »