“I’m just an employee.” “I’m just a representative.” “I’m just the salesperson.” Perhaps you’ve thought or said those words aloud, or heard them uttered by someone you know. Whatever the circumstances, the message is one of passivity and weakness. It conveys the idea that things are out of your control and not subject to your […]
Successful Selling Takes Responsibility Read More »
Selling insurance can be lucrative if you have the right skills and mindset. Rolando was recruited directly from college to represent a well-known, national firm. He was excited by the opportunity to get training and launch his career. He eagerly absorbed the information presented at work and spent additional hours studying during his leisure time.
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Intuition exists. For some people, they feel it in the pit of their stomach. Others clench their jaws and get a headache. Still different individuals break out in a sweat. Pay attention! Some sales are trouble from the beginning and may cost more than you net. Donald gave no credence to intuition. He ignored the
Say “No” to Closing the Sale Read More »
“I hate when I’m assigned to work with her. I can’t depend on her to do anything.” “It’s so frustrating to explain myself repeatedly to him. Why can’t he get it right the first time?” “I’m so angry that I could quit this job on the spot!” Whenever you supervise two or more workers, notice
Managing to Close the Sale Read More »
Lynda is smart, ambitious, resourceful, and determined. As the only daughter in a family of sons, she was a Tomboy growing up and thought she could adjust herself to the world of men. Yet, she could not overcome the male-dominated culture of selling insurance in the firm where she worked. True to the statistics that
Selling Insurance Tomboy Style Read More »
Some salespeople are stuck. Convinced that their way is the best way, they are surprised when things don’t go as expected. How can their gentle and friendly style be wrong? They are sure that being welcoming, sociable, and amiable are traits that will drive the sales process in a positive direction. Friendly Sales Style Carol
Every personality style has its assets and deficits. Because most people sell the way they buy, they are often blind to their myopia. Their Achilles’ Heel is their inability to see through the lens of their prospects They expect potential clients to adjust to them, then blame external conditions rather than taking responsibility for their
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Chris Salisbury wrote a thoughtful article entitled, The Mighty Triangle of Influence. He identified a common challenge faced by sales professionals, namely that a committee or team decides collectively when it comes to making purchases for a business. Naturally, influencing a group requires far more skill than persuading a single individual. The Committee The usual
Selling to the Mighty Triangle Read More »
Most buyers have sales resistance. While we do like to purchase things, the majority doesn’t like to be sold. Hence when we detect salespeople presenting their wares, we push back. Often that opposition takes the form of objections. Handling Objections As a professional, you may have studied how to respond to common objections. Perhaps you’ve
Overcome YOUR Objections to Close More Sales Read More »
Rita is the department head of radiology and used to being in charge. Knowing the patient’s diagnosis and treatment depend on it, she is exact and precise in reading x-rays. She’s a no-nonsense, direct individual who is quick to decide and eager to have results. Mark, a financial adviser and underwriter, met Rita at the
Easy Sale or Difficult Client Read More »
