How to Overcome Any Objection When Selling Life Insurance
Objections. Some are real. Some are not. The question is: How do you deal with and answer the objection to close the sale? People write books on answering objections, and I don’t have the space here to...
View ArticleHow to Successfully Make it in Today’s Financial Environment
It has become increasingly difficult to market financial services in today’s environment. There are several reasons for this:S.W.A.C makes it nearly impossible to marketSaturation – The average...
View ArticleHow to Jump Past the Gatekeepers
Every month, I get emails from my readers asking me how to deal with gatekeepers. They tell me the most frustrating part of prospecting is actually getting through to the decision maker. They get...
View ArticleThe 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...
View ArticleMost 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...
View ArticleThe 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...
View ArticleAsking 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...
View ArticleWhy 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...
View ArticleCatch Two Birds with One Sale
Clients are often hesitant to purchase life insurance, despite the fact that it is a valuable tool in financial portfolios. However, with the costs of stand-alone LTC coverage increasing each year,...
View ArticleThe 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...
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