How to Use Layering Questions [With Examples]

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How to Use Layering Questions [With Examples]

First, for those of you who have attended my live trainings, you know how important I think asking questions and listening during the qualification stage is.  Remember, your prospects have all the answers as to why they will buy or not buy, and it is your job to get them to reveal this to you. While asking well thought out, scripted questions is certainly a good start, you will get the most thorough and complete information if you learn to use layering questions. Only the top sales reps … [Read more...]

Filed Under: Bottom #2 and #3, Client Acquisition, Selling Skills
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Educating the Male Market on the Value of Insurance

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Educating the Male Market on the Value of Insurance

Men may be known as the protectors of the family, but when it comes to life insurance, their arsenal can be a bit on the light side. According to the 2011 LIMRA “Person-Level Trends in U.S. Life Insurance Ownership” study, the proportion of men ages 35 to 54 with no individual life insurance has continued to increase over time, with two out three men ages 35-54 and six out of 10 men in the 45 to 54 age group carrying no individual life insurance. As for group life insurance, although men … [Read more...]

Filed Under: Financial, Financial Planning, Life, Objection Handling, Selling Skills, Top 3 #2
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This Simple Little Trick Doubled My Closing Ratio Overnight!

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This Simple Little Trick Doubled My Closing Ratio Overnight

Have you ever showed a client how to save thousands in taxes… lower the fees that they pay by thousands of dollars… increase their return by thousands of dollars… and yet they still won’t move to you? It’s crazy right?  It couldn’t be more clear they need to take action but they just won’t do it.  We sell the intangible, don’t we?  If you want someone to move their money, you need to turn the intangible into the tangible. Here’s the little trick I used to get people … [Read more...]

Filed Under: Bottom #2 and #3, Closing, Selling Skills
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How To Quickly Attract The ‘Perfect’ Life Insurance Prospects To You Every Month!

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How To Quickly Attract The ‘Perfect’ Life Insurance Prospects To You Every Month!

The most common question we get from agents, advisors and planners is… “How do I consistently attract enough good prospects for our firm?” Almost every agent, advisor and planner we talk to is unhappy with the amount of qualified life insurance prospects they see in a month. And, it’s no wonder they are struggling with prospecting, when you look at how they prospect! Most of them are looking for anyone and everyone who fogs a mirror. They want to believe that the more products and … [Read more...]

Filed Under: Bottom #2 and #3, Life, Selling Skills
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The Three “Real” Secrets of Hiring Top Sales Reps

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The Three “Real” Secrets of Hiring Top Sales Reps

Ask any manager, V.P. or business owner what one of the biggest challenges they face in making their revenue numbers and they’ll tell you it’s in identifying, hiring and retaining good sales reps.  If you are familiar with my management philosophy, then you’ve heard me talk about the 80/20 rule in sales, and all you have to do is look at your own company or industry to know it’s still true – 80% of the sales and revenue are made by the Top 20%. So how do you identify who the Top … [Read more...]

Filed Under: Closing, One on One, Selling Skills, Top 3 #2
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“Taxi!” 5 Sales Lessons Producers Can Learn from Cab Drivers

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Sales-Lessons-Producers-Learn-Cab-Drivers

Average producers are like cab drivers. Cab drivers run the meter. They throw the luggage in the trunk (that’s a $1.00 bag charge). They may or may not be personable. If you have extra passengers, that’s $1.50 each on top of the mileage. No smoking. And the radio is tuned to their favorite station – not yours. What if you came across a dramatically different kind of cab driver? Let’s call him Ike. Ike has his own business card with his personal cell phone number, a rocket logo and … [Read more...]

Filed Under: Featured Slider, One on One, Selling Skills
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