Make Closing Sales Easy

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…

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Say “No” to Closing the Sale

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…

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Managing to Close the Sale

“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…

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Selling Insurance Tomboy Style

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.…

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Stuck at Selling

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…

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The Achilles’ Heels of Selling

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…

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Selling to the Mighty Triangle

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…

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Overcome YOUR Objections to Close More Sales

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…

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