Producers eSource

Producers eSource (Insurance, Selling Tips & News)


  • Home
  • Life
  • Annuities
  • Financial
  • Health
  • Selling Skills
    • Presenting
    • Objection Handling
    • Closing
    • Public Speaking/Seminars
    • One on One
  • Client Acquisition
    • Networking
    • Prospecting/Referrals
  • Marketing
    • Promotion/Advertising
    • Customer Service
    • Public Relations
You are here: Home / Archives for Selling Skills / Objection Handling

Handle the “I looked it over and not interested.”

November 26, 2019 By Mike Brooks Leave a Comment

3 Ways to overcome... 3-27-19

Don’t you hate when this happens? You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and… Right out of the gate, they won’t even give you the chance to pitch them! The good news is that this is a repeatable selling situation, and if you’re prepared for it with good scripted response (or three!), you’ll be that much closer to overcoming it and getting into your demo. Here are three proven … [Read more...]

Filed Under: Objection Handling, Presenting, Prospecting/Referrals, Publishers Picks, Selling Skills Tagged With: phone, Phone Scripts, Phones

How to Negotiate to Close More Deals

September 12, 2019 By Mike Brooks Leave a Comment

9-12-19

There is a disturbing trend I’ve heard with the companies I’m working with. And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free trial to demo services or products. The problem I’m hearing is that sales reps—both newer reps and even some seasoned reps—immediately drop the price or offer a trial, or readily hand out references thinking that this is what will close the sale. If you’ve done this yourself, then you know … [Read more...]

Filed Under: Closing, Marketing, Objection Handling, One on One, Presenting, Selling Skills, Tools Tagged With: Sales Skills, Sales Tips

The Power of Thinking BIG!

August 15, 2019 By Mike Brooks Leave a Comment

Ralph Waldo Emerson wrote, "The world is all gates, all opportunities, strings of tension waiting to be struck." Emerson was a keenly gifted philosopher, but he spoke like a seasoned sales manager: He understood the power of big thoughts. All of us are surrounded by a swirl of great opportunities, but we’re usually too busy to notice. So we continue to do what we’ve always done, wondering why we get what we’ve always gotten. If you’re tired of the same old results, try a new approach: Make … [Read more...]

Filed Under: Bottom #2 and #3, Objection Handling, One on One, Presenting, Publishers Picks, Selling Skills, Tools Tagged With: Sales Tips, salesskills

The Power of Optimism in Sales

August 14, 2019 By Mike Brooks Leave a Comment

2 Different Closing Strategies that work

Leo Tolstoy observed, ‘Faith is the force of life.’ Faith is also the force behind successful selling. The optimistic salesperson conveys an attitude of confidence to the buyer. The result? Lots of closings. But the pessimist talks himself—and the customer—out of the sale. The result? Lots of frustrations. “If you’re looking for a proven prescription to improve your closing ratios, try a healthy dose of optimism. Because if you think the sale will close—or think it won’t—you’re right.” The … [Read more...]

Filed Under: Bottom #2 and #3, Client Acquisition, Closing, Objection Handling, One on One, Presenting, Prospecting/Referrals, Public Speaking/Seminars, Selling Skills, Uncategorized Tagged With: Sales, Sales Skills, Sales Tips

If You Love Sales, Then Pass This On

July 18, 2019 By Mike Brooks Leave a Comment

Whenever I’m at a used bookstore, I always browse the business section. There is gold in those isles. I found a short book called, The Salesman’s Book of Wisdom,by Dr. Chriswell Freeman, and the introduction on “The Joy of Selling” was so awesome, that I wanted to share the three paragraphs with you. Share this with others if you resonate with it as well: “Selling has been called the greatest profession in the world and with good cause. Few experiences in business can match the excitement of … [Read more...]

Filed Under: Client Acquisition, Closing, Objection Handling, Prospecting/Referrals, Selling Skills Tagged With: phone, Phone Calls, Phone Scripts

Stop Talking Past the Close

April 23, 2019 By Mike Brooks Leave a Comment

How many tie-downs and trial closes do you or your team use during their presentations? If you’re thinking, “What’s a tie-down? What’s a trial close?” then you’re in trouble… In an earlier blog, I introduced the term, “Spray and Pray” as a way to describe how many sales rep’s presentations go. They get the prospect on the phone, go through a PowerPoint slide presentation, drone on and on for a half hour or more, rarely checking in their prospect—and if they do, it’s weak, “does that make … [Read more...]

Filed Under: Client Acquisition, Closing, Objection Handling, One on One, Presenting, Prospecting/Referrals, Selling Skills Tagged With: Closing, objections, prospecting, Selling

3 Ways to Overcome Call Reluctance

March 27, 2019 By Mike Brooks Leave a Comment

3 Ways to overcome... 3-27-19

Do you or your team suffer from call reluctance? Would you rather send emails than make calls? If you have to pick up the phone for a living, then I’ll bet making cold calls isn’t one of your favorite activities. And if you struggle making those calls, then take comfort in knowing you’re not alone. Speaking in public used to be the biggest fear someone could face (even before dying), but I think that for salespeople it’s making outbound calls. No one likes to be rejected, and the … [Read more...]

Filed Under: Client Acquisition, Closing, Objection Handling, Presenting, Prospecting/Referrals, Selling Skills, Sidebar Tagged With: Calls, Cold Calling, Phone Calls, Phones, Telephone

Overcome All Objections With This One Question

March 6, 2019 By Mike Brooks Leave a Comment

3-6-19 overcome all objections...

Want to know a secret about objections? There are really only two types: Real concerns that need to be addressed, and, once you do, you can then close on, and, Smokescreen objections hiding something else (like the real reason your prospect isn’t buying). Now here’s the trouble for many sales reps and teams: The most frequent objections they get are smokescreens and yet they try to overcome them as if they were real objections. And that never works. So, the question is: How do … [Read more...]

Filed Under: Closing, Objection Handling, Selling Skills Tagged With: Handling Objections, Objection, objections

The 2-Minute Referral Script That Is Killing It!

March 4, 2019 By Mike Kaselnak 3 Comments

3-5-19 kaselnak

(I’m going to give you a formula, and a link to a short audio using the script, that guarantees you’ll get tons of referrals… but first let me vent.) Everything you’ve ever read or heard about referrals is B.S.  You know this… if any of it actually worked… we’d all be rolling in the dough!  Referrals are free. Referrals are easy to sell.  So, if we could get referrals coming in regularly, we’d all be doing it. Don’t get me wrong, we all DO get referrals… but it’s only when somebody a … [Read more...]

Filed Under: Bottom #1, Client Acquisition, Featured Story, Marketing, Objection Handling, One on One, Prospecting/Referrals, Public Relations, Selling Skills Tagged With: handling referrals, Phone Scripts, Referrals

Objection: We Are All Set

February 1, 2019 By Mike Brooks Leave a Comment

We are all set

As a sales rep, you need solutions to the problems you face when selling over the phone. You don’t need theory, you need actual word-for-word responses that aren’t salesy. Responses that work. And that’s why my blog has thousands of subscribers and why more and more sales teams are added daily. I thought you’d benefit from my most popular article I’ve published over the last two years. It’s no surprise it deals with objections you get while prospecting.  Study these and adapt them to … [Read more...]

Filed Under: Bottom #1, Closing, Objection Handling, One on One, Presenting, Selling Skills Tagged With: Handling Objections, Objection, objections

  • 1
  • 2
  • 3
  • 4
  • Next Page »

Follow us

  • Facebook
  • Google+
  • LinkedIn
  • Twitter

Recent Posts

  • Handle the “I looked it over and not interested.”
  • Understanding Clients’ Core Values
  • Increased 2020 Tax Deductible Limits for LTC Insurance Announced
  • One Big Mistake to Avoid
  • How To Find And Attract New Insurance Sales



Featured

How To Find And Attract New Insurance Sales

Would you like to know the best insurance prospecting strategies for you to … [Read More...]

Rewarding Referrals Creates More Referrals

Let’s start with some empirical evidence – then we’ll get to the “how to.”  … [Read More...]

Referrals Aren’t Enough Anymore!

Have you noticed how difficult it is to reach people these days?  I’m sure … [Read More...]

4-16-19 How many sales

How Many Sales Opportunities Do You Miss?

And I mean every day! I often share a story about one of the networking … [Read More...]

Ways to Keep Generating Referrals

If you’ve been following my work for a while, you know that I view the word … [Read More...]

Five Questions to Ask Before Offering Web-Based Benefits Administration

Web Presence Tips for Independent Agents

#1. Whether you value them or not the consumer now considers your website, … [Read More...]

The Importance of Following Up

Tax Strategies to Ease Client Retirement Preparation

Taxes play an important role at every stage of life and are a crucial … [Read More...]

Hot Topics

Marketing
Client Acquisition
Selling Skills
Public Relations

More Hot Topics

Annuities
Life
Senior Products
Financial
Health
Insurance News
Supplemental

What’s New

  • Handle the “I looked it over and not interested.”
  • Understanding Clients’ Core Values
  • Increased 2020 Tax Deductible Limits for LTC Insurance Announced

Contact Us

We want to hear from you!
Click Here to Contact Us
Click Here to Advertise With Us!
Click Here to Email Our Senior Editor, Franz Reiter, or call him at
866-446-3853, Ext. 216

Privacy Information   |   Copyright © 2019 · Producers eSource

Copyright © 2019 · News Pro Theme On Genesis Framework · WordPress · Log in