Handle the “I looked it over and not interested.”
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...
View ArticleUnderstanding Clients’ Core Values
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...
View ArticleHow 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...
View ArticleHow 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...
View ArticleThe 5 Secrets to Get Your Email Answered
Tired of your emails not getting answered?If you’re a sales rep who is sending emails and waiting… and waiting for responses that never come, then why not use some best practices that will give your...
View ArticleThe Power of Thinking BIG!
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...
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...
View ArticleIf You Love Sales, Then Pass This On
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...
View ArticleWhen Prospects Go Cold on You
Don’t you just hate it when a prospect, seemingly very interested in the work you do, suddenly goes MIA?Of course, there are any number of reasons why this can happen. It’s possible, that you didn’t...
View ArticleOne Technique to Avoid Ghosting
We’ve all been through it: You set an amazing demo or presentation call and, and…they don’t show up!Or, you have an amazing, and what you think is an engaging demo call and you set a call back and,...
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 ArticleI Just Need More Prospects
Most of the agents we talk to will tell us… “I do not have a problem closing sales once I am in front of prospects! I just need more prospects!”However, what most of these agents do not realize is that...
View Article10 Conversation Starters with the Wealthy
I have a secret for you. Most financial advisors assume the wealthy have tons of advisors chasing them. They don’t. The upper middle income has tons of advisors chasing them but the truly wealthy are...
View ArticleStop Talking Past the Close
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...
View Article3 Ways to Overcome Call Reluctance
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...
View ArticleOvercome All Objections With This One Question
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...
View ArticleThe 2-Minute Referral Script That Is Killing It!
(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...
View ArticleGetting Cell Phone Numbers
Having trouble reaching your prospect after your initial call?Here are two ways you can ask for – and get a prospect’s cell phone number.
View ArticleObjection: 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...
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...
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