Five Tips for Overcoming the “No’s”
Rejection can be hard. This is especially true when your livelihood depends on the active participation and support of your clients. There are few phrases that a salesperson dreads more than the word...
View ArticleThe Approach for Clients to Hand Over Referrals
Why don’t you get more referrals? Your clients love you. They know you are smart and provide great service. We assume they like their family and friends. So why don’t they refer more? The answer is...
View ArticleLearn to Turn the Objections to Referrals
Overcoming objections can be hazardous to your sales efforts. Stay with me for a minute… How do you usually react when you state an opinion about something and someone immediately tries to rebut your...
View ArticleComprehensive Planning Also Discusses LTCi
Although Americans are living longer lives, they aren’t necessarily healthier in those later years. In fact, it’s more than likely many, your clients included, will require some hands-on care or...
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 ArticleSales Managers – Measure What Matters Most!
If you’re an inside sales manager, then you know all about metrics. In fact, whenever I consult with new clients, the owners and managers automatically begin showing me their call monitoring reports....
View Article5 Steps to Making Appointments Stick
Nothing is more frustrating than making an appointment with a good sales prospect and then calling and getting their voicemail at the time of the meeting. Actually, there is something more frustrating:...
View ArticleTurn Rejection into a Learning Experience When You Network
Who hasn’t been surprised when we have worked hard on a proposal, inquiry or connection of any kind – and then the recipient goes radio silent? Often people don’t know how to “reject “ us so they do...
View Article5 Novel Cold Calling Openings
I’m working with an inside sales team who are having success with a cold calling opening that previously I had recommended against using. After listening to their recorded calls though, I’ve been...
View ArticleYou Have 5 Seconds to Make a Good Impression
Years ago, they used to say you had just a couple of minutes to make a good impression when selling over the phone. As the Internet got popular and email lost its luster, they said you had just a...
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 Article3 Customer Service Secrets
How would you rate your cell phone company’s customer service? To get the answers to these questions, we conducted a survey and here are some of the words consumers used most often: Dread Frustrated...
View ArticleGift Yourself the Power Phone Scripts
What is the one thing you all wish for this season? More money, right? If you’re in sales, then the way to make more money is to close more sales. It’s that simple, isn’t it? And if you’d like to make...
View ArticleThe Best Goal Setting Technique
Happy New Year! If you’re like most people, then you’ve got a lot of goals in a lot of areas, don’t you? If you are feeling overwhelmed with all you’re going to accomplish, you may be wondering where...
View Article5 Steps to Making Appointments Stick
Nothing is more frustrating than making an appointment with a good sales prospect and then calling and getting their voicemail at the time of the meeting.Actually, there is something more frustrating:...
View ArticleTurn Rejection into a Learning Experience When You Network
Who hasn’t been surprised when we have worked hard on a proposal, inquiry or connection of any kind – and then the recipient goes radio silent?Often people don’t know how to “reject “ us so they do...
View Article5 Novel Cold Calling Openings
I’m working with an inside sales team who are having success with a cold calling opening that previously I had recommended against using. After listening to their recorded calls though, I’ve been...
View ArticleYou Have 5 Seconds to Make a Good Impression
Years ago, they used to say you had just a couple of minutes to make a good impression when selling over the phone.As the Internet got popular and email lost its luster, they said you had just a minute...
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 Article