One On One | Producers eSource Insurance Selling Tips & News

Is Phoning Dead?

There are a million reasons to believe that using the telephone is a futile way to set an appointment. Two years ago at MDRT a main platform speaker waved his phone in the air and announced, "This is DEAD!" Several attendees who knew me made a point of repeating this pronouncement. My reaction? Just a wise smile. At every seminar, my group has "the conversation" about emailing, texting and phoning. It seems that in our highly technological world, the phone is at the bottom of the … [Read more...]

Filed Under: Marketing, One on One
Tagged With: Client Retention, Closing, Cold Calling, Communications, Etiquette, Introductions, prospecting, Sales Tips, Telephone

3 Rules for Successful Up Sells

» By Mike Brooks

If your product or service allows you the chance to up sell your customer at the point of sale (and seriously, what product or service doesn’t?), then you instantly double and even triple your income if you know how to properly suggest and get your prospects and customers to buy more. First, let’s talk about what NOT to do: First of all, you absolutely have to ask for the up sell in order to get it. I know that sounds like a “duh!” comment, but take it from me – out of the … [Read more...]

Filed Under: One on One
Tagged With: Closing, Follow-up, Practice Management, Sales Tips, Tools

How To Sell A Pencil – Or Your Product Or Service 

» By Mike Brooks

If I gave you a pencil and asked you to sell it, how would you go about it? This is one of the most basic of interview questions I use for sales reps, and the answer reveals so much about your previous training, your understanding of the sales process, and ultimately about what kind of sales rep you are. So, what is the most effective way to sell a pencil? Well, first let’s look at how most sales reps go about doing it. When I’m interviewing sales reps I love using this … [Read more...]

Filed Under: Bottom #2 and #3, One on One, Selling Skills
Tagged With: Closing, Listening, questions, Sales Tips

Empathy in the Sales Process Has Nothing to Do with Being Nice

» By JonathanFarrington

"If you would win a man to your cause, first convince him you are his sincere friend." Abraham Lincoln I have a real problem with that quote, when used in a "sales situation" as it often is: It suggests that we need to make friends with the buyer; to become liked; to be "nice" But I am going to write at length about this shortly, as it has become something of a contentious issue. Today though, I want to focus on "empathy”, which is absolutely vital for sustained success within any sales … [Read more...]

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

Arouse Emotions, Don’t Sell Logic

» By Tom Hopkins

No skill you can acquire in sales will enhance your earning power more than learning how to arouse emotions in your buyers in ways that are positive to the sale. The exact words you use will depend on your offering, your personality, your buyers, and market conditions. Positive emotions trigger sales; negative emotions destroy sales. As you work at developing the skills to evoke emotions in your potential clients, always keep that concept in mind. You can destroy sales as rapidly as you can … [Read more...]

Filed Under: One on One, PickLeft, Selling Skills
Tagged With: Sales Tips

Selling Insurance to Different Demographical Markets

» By Jaimee Niles

Selling-Insurance-Different-Demographical-Markets

Life insurance isn’t a one-size-fits-all product and the same holds true for marketing to the public. The diversity of our country in terms of gender, age, ethnicity and cultural backgrounds is reflected in the factors that drive life insurance decisions, and it’s critical that insurance professionals take these influences into account when reaching out to their target market. For example, according to LIMRA/Life 2012 Insurance Barometer Study, the top three concerns of those polled are … [Read more...]

Filed Under: Life, One on One, Selling Skills, Top 3 #1
Tagged With: Sales Skills