Unconscious bias – as well as your own beliefs and emotions – can test your ability to put clients’ best interests first. Even though my practice is guided by the saying, “keep a quiet mind and an open heart,” each day we remind ourselves our intentions must stay rooted in removing biases and putting personal opinions aside in all interactions. This begins in the prospecting stage and remains in consideration through every meeting where we drive plans by each individual’s core … [Read more...]
How To Find And Attract New Insurance Sales
Would you like to know the best insurance prospecting strategies for you to consistently find and attract new sales? And then learn how you can do it all in your local community? Whether you are new or have been in the industry for 40 years or more, the insurance prospecting strategies you will use to find and attract new sales will be the same. However, if you want them to work for you today, then you are going to have to learn some little secrets. If you want to succeed today, then you will … [Read more...]
How to Negotiate to Close More Deals
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...]
The Power of Optimism in Sales
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...]
7 Notes That Will Triple Your Referrals
Everybody wants everything done fast, don’t they?!!! Unless it is done to them. Doctors are told to spend less time with each patient so that the hospital can make more money. Be faster! That’s not what the patient wants. The customer support person on the phone when I’m trying to get a fouled up airline ticket fixed is told to hurry up! There are more people that need help. That’s not what I want. A husband is impatient with his wife to get to the point or to get ready to go. … [Read more...]
Why Use More Tie Downs and Trial Closes?
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...]