Sales by the numbers – How to Sell Insurance

Sales by the numbers – How to Sell Insurance

The old adage is true. Sales is a numbers game. Your income is in direct proportion to the number of people you sit across the table from. It has always been that way and it will always be that way. Once you learn how to sell insurance, you can control your income....
5 Sales Tips to Grow Your Business

5 Sales Tips to Grow Your Business

Learn these 5 easy sales tips to grow your sales business and gain new clients. Learn each sales tip from the  trainer to gain the confidence needed to take you to the next level Sales Tip # 1: Learn to Listen Sales is not just being a good talker, it’s being a...
Referrals – The Power of Sales Multiplication

Referrals – The Power of Sales Multiplication

The main reason most salespeople do not get the number of referrals necessary to properly elevate their income is simple. They don’t ask for them. Swept up in the euphoric high that salespeople experience when making a sale, they forget or do not feel it is important...
Qualify the sale

Qualify the sale

One of the many challenges salespeople face is Qualifying the sale. In other words, getting to the finish line, only to find out they have not won anything. This can be a source of aggravation or a wake-up call that they are doing something wrong. Recently I was...
Sales Training, Is It Important?

Sales Training, Is It Important?

Is Sales Training Important? Zig Ziglar put it best. He said “You were born a winner. But to be a winner, you must believe you’re a winner, prepare to win, and expect to win.” I believe that every person that enters into the sales profession is already a winner....
Sales Techniques – Selling Benefits

Sales Techniques – Selling Benefits

Sell the Sizzle, Not the Steak. This point became overwhelmingly clear recently while eating at a local Mexican food restaurant here in Texas. Someone had ordered Fajitas. It was interesting to note that as the waiter brought out the plate of sizzling beef strips, all...
Insurance Sales and Marketing

Insurance Sales and Marketing

Marketing and Selling Life Insurance is and can be one of the most fulfilling pursuits imaginable. When you get the opportunity to help someone, the reward you gain far outweighs monetary value. When I began Selling and Marketing Life Insurance back in the 80’s, my...
Sales Cycle – The Steps to the Sale

Sales Cycle – The Steps to the Sale

Sales people walk through a process each and every time they present their product to a potential client. However why are some insurance sales people successful and some unsuccessful? The unsuccessful ones typically don’t follow the Sales Cycle. They do not...
4 Sales Techniques for Handling Objections

4 Sales Techniques for Handling Objections

In insurance sales, the most challenging responses you can receive are sales objections. This can be seen as a road block or a sign that there is more work that needs to be done. Without the proper tools, most sales people are left with no other option than to pack up...