Sales Techniques to STOP Using If You Want to Sell More By: T.Falcon Napier The differences between top sales professionals and the rest of the crowd isn’t just about what they DO it's about what they DON'T do as well! Over the course of more than 20 years developing the MasterStream Method, we've identified over two dozen traditional selling approaches that, upon closer examination, cause more damage than good. In this article, we'll begin exploring several mistakes sales professionals make. Tags: sales, sales techniques, sales skills, sales professional
Selling From The Soul By: Jon Andersen When is the last time you listened to someone else give a sales presentation? Could you could tell it was the same sales pitch and same sales techniques they used everyday? Now, here is the scary part, what are people saying about yours? Tags: sales techniques, sales skills, sales training
Insurance Sales: Tracking for Increased Sales By: Cheryl A. Clausen. When you struggle to track where prospects are in your sales funnel and how likely they are to do business with you it's easy to drop the ball and miss prime opportunities. Many tracking systems are complicated and unwieldy. You need a simple tracking system. You need to know at a glance exactly who your prospects and leads are, how likely they are to do business with you, their contact information, the commitments agreed upon during your last contact, and the next action you must take to close the business. Tags: sales techniques, sales coaching, insurance sales, career sales training, sales, sales training
Sales Techniques: The Solution to Turning Objections into Sales By: Cheryl A. Clausen. You don't have to hear "no" and "not now" any more when the answer should be "yes". You are responsible for getting "yes". You're being told "no" and "not now" for three main reasons. One main reason is you fail to prepare so you can earn the "yes". You've probably heard enough objections by now to know what to expect. Identify every question, concern, or objection the prospect could possibly throw at you and gather all those objections in one list. Tags: sales techniques, sales coaching, insurance sales, sales training, career sales training, busin
Sales Technique: Be a Trade Show Attendee not a Booth Owner By: Cheryl A. Clausen. Identify the trade shows that your best prospects attend and make sure that'll you'll be there and have a clear plan to use this opportunity to increase your insurance sales. You don't have to spend hundreds or thousands of dollars renting a space at the event, in fact that's one of the last things you want to do. You can get numerous great leads without having to rent a booth. Renting a booth actually inhibits your potential for the event because when you have to man a booth you can't mingle and meet with the other vendors. It's no secret that most trade shows are annual events so it's easy for you to plan and prepare for the event. Don't go unless you have your sales strategy developed for increasing your insurance sales success. In most cases the event will be held at a hotel or a convention center connected to a hotel. In addition to walking the trade show you may also want to rent a meeting room during the event and use a pre-event direct mail campaign to invite prospects to visit you and get a special valuable gift. You may also want to host an invitation only cocktail hour at the end of the day just for your best prospects. Tags: sales techniques, sales coaching, insurance sales, career sales training, sales, sales training
Insurance Sales: The Secret Weapon for Influencing People By: Cheryl A. Clausen. The secret to influence probably isn't what you expect. The way you listen is the big secret to powerful influence. To unlock this powerful influencing force you have to know how to listen. Listening isn't something you're naturally good at. You hamper your listening skills when you clutter your mind with other thoughts, you think about what you'll say next while the other person is still talking, you try to push your prospect to hurry up, and you lose your focus. These bad listening behaviors keep you from effective listening and powerful persuasion. Tags: sales techniques, sales technique, sales coaching, insurance sales, career sales, sales trainin
Sales Techniques: You aren't Born Creative You Become Creative By: Cheryl A. Clausen. You probably think creativity is something those artsy aesthetics types have. You may be surprised to know that creativity is a learned skill. And you may be ever more surprised to learn that creativity can be a skill that leads to improved sales techniques. Creativity is just a thought process that produces ideas. To become creative you need a positive attitude. And you need to be open to allowing yourself to be creative. Tags: sales techniques, sales technique, sales coaching, insurance sales, career sales, sales trainin
Insurance Sales: Aren't You Selling Money at a Discount? By: Cheryl A. Clausen. You should be selling your services rather than a product. So why do you market your products? You can almost immediately increase your sales if you'll just stop doing that. Dan Kennedy talks about the technique of selling money at a discount. That's exactly what you you need to be doing. Yet you're approaching it all wrong. Most of you use the approach of asking to quote your prospects insurance. There isn't a lot of interest in that approach and it's a low value approach. You would be much better served using the approach of selling money at a discount. Tags: sales technique, sales techniques, insurance sales, sales coaching, career sales training, sale
Sales Techniques:Are You Getting Leads from Your Business Cards? By: Cheryl A. Clausen. You already carry a business card, why not start using it to actually generate leads? You know you should always have your business cards with you, but they probably aren't doing you much good at this point. That's because you aren't getting the maximum value from this little low cost marketing tool. What's the purpose of a business card anyway? You give out your business card so people can contact you and remember you, right? But that's presuming they want to contact or remember you, and it isn't creating an incentive to do so. Tags: sales technique, sales techniques, sales coaching, insurance sales, investment sales, career sa
Sales Coaching to Make the Complicated Simple & Win By: Cheryl A. Clausen. Most people don't understand insurance and they don't want to. Use that fact to your advantage by making the complicated simple so people will buy and buy from you. There are two very good reasons this will improve your sales results. When you make it simple you remove a lot of the risk involved in a buying decision for the prospect. When people a risk in making a decision they worry about looking stupid, feeling foolish, wasting their money on the wrong thing, spending more than they need to, or buying things that don't get them what they want. Plus when they're confused and overwhelmed all their fears about the risks involved prevent them from saying yes. Tags: sales technique, sales techniques, sales coaching, insurance sales, investment sales. career s
Strategic Sales Action Plan can Increase Your Insurance Sales By: Cheryl A. Clausen. How about shaking up your sales results? Now is the time to rethink you're approach and develop a plan that gets results. If your strategic sales action plan isn't implementable and quantifiable path it won't produce results. The key elements of a strategic sales action plan include: value, unique market position, marketing plan, sales plan, and a follow-up plan. It's best to approach these critical elements in a specific order. Tags: sales tecnhique, sales techniques, insurance sales, sales coaching, career sales training, sale
Sales Coaching to Get Out of the Commodity Business By: Cheryl A. Clausen. There's plenty of competition for the price shoppers, and you don't want to play that game. Price shoppers are the worst clients you could ever ask for, so why would you ever want to attract them? But that's exactly what you're doing when you offer to quote someone insurance. Let the price shoppers search the internet or bother your competition for quotes, but don't let them bother you. There is a very good reason for both you and the customer for not simply quoting a price. Isn't it true that when you quote a price you're making a quote based on the assumption that the customer knows exactly what they need and why? And how often is that really true? Tags: sales techniques, sales technique, insurance sales success, sales coaching, insurance sales, ca
Sales Coaching to Help You to Become a Skilled Questioner By: Cheryl A. Clausen. You may be struggling with questions because you aren't asking the right questions in the right order for the right reason? The best sales people are skilled at asking the right questions. Yet you may be focused on asking the easy questions that don't really help you to achieve sales success. Be sure to avoid asking questions that you could easily learn the answer to from publicly available information. Business owners and executives are immediately annoyed if they feel they have to waste their time educating you because you're too lazy to find out back ground information on your own. Tags: insurance sales, sales coaching, sales techniques, sales technique, career sales training, sale
Sales Coaching to Get You to Stop Doing What Isn't Working By: Cheryl A. Clausen. You don't want to persistently keep doing the wrong things. That's unproductive and highly frustrating. The only reason you do it because you allow yourself to be mislead into thinking that sales is a numbers game and that if you just keeping doing it you'll eventually get the sales success you want. That's baloney sales is a numbers game for sales people who haven't taken the time to set themselves up for success by figuring out what works for them. Stop getting rejected and walking away empty handed and set yourself up to succeed. Start thinking about sales as a scientific process revolving around your skill set that you need to develop so you get consistent success. Tags: sales techniques, sales technique, sales skills, insurance sales, career sales training, sales
Translating Concepts into Actions for Insurance Sales Success By: Cheryl A. Clausen. When you're first exposed to a sales idea you learn at the conceptual level. This idea may sound pretty good. You know it has worked for other people so you presume it should work for you. Then when you try it you may find that what has worked for other people doesn't work the same way for you. That's because you aren't other people you're you and what worked so well for someone else may not match up with who you are and your strengths and motivators. Tags: insurance sales, sales coaching, sales techniques, sales technique, career sales training, sale
Sales Coaching to End Closing Fears By: Cheryl A. Clausen. Thinking about asking someone for the sale causes perfectly normal people break out in a sweat. The reason these apparently normal people have closing anxiety is because they haven't properly handled the sales process. If they had closing would be nothing more than a natural conclusion to a selling conversation. You're anxiety is due to one of four reasons. You didn't have agreement from the prospect to have a selling conversation in the first place. You've confused the prospect by presenting too many options. You didn't take the buyer through a thought process that helped them to buy. You didn't evoke the emotional reason the prospect should act and act now. Tags: sales techniques, sales technique, sales coaching, insurance sales, career sales training, sale
Sales Techniques to Avoid Interrogation By: Cheryl A. Clausen. You realize that questions are a critical part of the sales process, but the questions you ask aren't producing the results you want. The way you structure the questions you ask, and the intent behind them have a dramatic impact on the prospect and your results. Questions are an easy way to establish rapport with the prospect, put them at ease, get them to open up to you, and help them to feel comfortable with you. But your questions must demonstrate your sincere interest in the prospect, or they just don't have the desired impact. Tags: sales technique, sales techniques, sales coaching, insurance sales, career sales training, sale
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