I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the call, she had no idea about the prospect’s level of interest, nor did she qualify the prospect. Tie downs (and trial closes) serve several important functions, including: Getting confirmation that the point you just made was understood and accepted by your prospect. This is especially important … [Read more...]
Asking the Right Sales Questions… The Key to the Insurance Sale!
Most of the agents and advisors we train are amazed to find out that asking your clients the right sales questions, can make such a huge difference… Not only in making a sale… But also, in the size of the sale! Why? Because asking the right sales questions is how you find out what’s important to your clients. Which also helps you to provide your clients with the right solution to their problems. Plus, when you ask the right sales questions… Your clients will tell you exactly what you need to do … [Read more...]
Just Email Me Something
What do you say when you get this objection while prospecting? If you’re like many sales reps, you accept this stall and become a willing participant in the follow-up drama that ensues. And you know how frustrating that is. Let’s face it: This blow off is just a variation that prospects have been using for years. It used to be: “Can you send me something in the mail?” or “Just send me a brochure,” etc. Then email started and guess what? A new stall was born. So, what’s the best way of … [Read more...]
The Close is in the Follow-Up
As a homeowner, I‘m always having to fix something. Those of you who own homes know exactly what I mean. I’m in the habit of getting a variety of quotes for the big stuff, and it’s amazing how some companies/sales reps follow up on a sales quote (and so get the business), and others don’t. Here’s a recent example: My air conditioning coil went out (my existing heating and air company—we’ll call them Air Quiet—quoted me $2,500 to replace it), so I decided to have another company—we’ll call … [Read more...]
Most Sales Trainers Have it Wrong
Let's face it, the 'Old Style Sales Techniques' that have been taught for the past 50 years or more have completely lost their effectiveness. People today are too smart to fall for all those sales mind games and gimmicks. Sales occur 98% of the time because the prospect has developed some respect and trust for the insurance agent. That type of relationship is born from having real conversations with people. Today, you must learn to ask the RIGHT questions to get your insurance prospects to … [Read more...]
The Missing Ingredient to Top Performance in Sales
Have you ever wondered why some people excel in sales, while others don’t? Have you ever questioned – if most other things are equal, like if you all have access to the same leads, the same sales training, the same number of hours in the day, etc. – why are there always top producers who hit or exceed their goals, while the rest of the team members struggle in varying degrees? How about yourself? Are you a top producer at your company? If you aren’t, then have you ever wondered what is … [Read more...]