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The causes of objections when selling insurance

The Science and Art of Selling

prospect may flatly refuse to consider life insurance, as such, because the idea does not fit in with his existing fund of experiences. general, they may be due to any of the following reasons: The prospects fears — probably fear of investing too much of his surplus in insurance or fear of starting something he can’t finish without financial loss. However, in.

Four Obligations Every Insurance Agent Has

The Science and Art of Selling

You, like every other successful insurance agent, should be interested in any movement which works toward human betterment; but there are certain fields in which your profession enables you to do particularly valuable work: 1. The social significance of this function of the insurance agent should be praised. The insurance agent is really a teacher and promoter of frugal ideals.

Two Types of Objections When Selling Insurance

The Science and Art of Selling

He may, on the other hand, wish the insurance, but raise the objection because of a mortgage on his home which must be lifted, not realizing the important part insurance would play in covering the mortgage if anything happened to him. Next week in Part 2 read about other reasons why people object to you when selling insurance. Reasons. a. Imagined. b. Excuses. Go around them.

Meeting Objections When Selling Insurance

The Science and Art of Selling

The average insurance agent can remark that he or she can never launch forth into a presentation without fear of encountering some opposition, and that no sale is made without meeting objections. If Of course, this is only one of several methods of meeting objections which we discuss on in our special report: “What every insurance agent needs to know about meeting objections.”

Allstate insurance agency achieves #1 status with lead management CRM from Leads360


And with consumers doing most of their insurance shopping online and getting quotes from multiple competitors, it was critical for Williams to leverage a CRM ideal for insurance agencies to compete with his larger competitors. Williams also knew that being the first to contact new insurance prospects was a critical success factor in beating the competition.

How PURE Insurance Built a Customer-Obsessed Business

The 1to1 Media Blog

PURE insurance is using its customer-obsessed business model to stand out in the insurance industry. Since its start in 2006, PURE has grown more than 40 percent each year, and has one of the highest Net Promoter Scores in any industry. There’s more… To read the rest of this blog posting click here or visit Customer Engagement Customer Loyalty Customer Service Customer Strategy customerobsessedbusiness forrester pure

Taking the lead with lead quality insights


Insurance Lead Management Mortgage Sales AutomationNot all leads are equal, but too often we treat them that way. This new infographic, based on recent Leads360 research , sheds light on attributes that make one lead more likely than the next to convert. How significant are the findings? The post Taking the lead with lead quality insights appeared first on Leads360 Blog.

Sales CRM for Small Businesses with BIG Ambition


CRM Dialer Software Education Insurance Lead Management Marketing Mortgage Sales Automation email marketing enrollment management Express Inside sales insurance CRM lead distribution lead nurturing leads360 Leads360 Express mortgage CRM sales sales CRM small business CRM small business sales CRMWith Leads360 Express, sales managers will gain more control, visibility and peace of mind.

Solving the healthcare crisis

Mukesh Gupta

But then, we did not complain, as there was no financial burden on us, as the cost of hospitalization would be covered by our health insurance policy. In my opinion, a big reason for the  escalating healthcare costs in India is the fact that “Health Insurance companies are willing to reimburse the cost of treatment only if the patient gets admitted in the hospital. Now, imagine my plight if I did not have an insurance policy to cover my health. Ideas Innovation costs health insurance healthcare He was also complaining of cough and difficulty in breathing.

3 Ways to Put Potential Clients at Ease

Tom Hopkins

Financial Services financial services financial services training how to sell how to sell insurance insurance sales selling financial services selling insuranceFive-Six-Seven-Eight! Dance-Dance-Dance!!!” Dancers, military recruits, and members of the high school marching band […]. The post 3 Ways to Put Potential Clients at Ease appeared first on How to Selling Skills.


The Foundation of a Financial Services Career

Tom Hopkins

Financial Services attitude motivation selling insurance selling skills Tom Hopkins tom hopkins sales training The foundation of your financial services career includes your attitude, enthusiasm and goals. The post The Foundation of a Financial Services Career appeared first on How to Selling Skills. Related posts: The Advantages of a Career in Financial Services.

Putting lead scoring to work for sales


Education Insurance Lead Management Mortgage Sales Automation big data lead assignment lead distribution lead management CRM lead management software lead scoring sales 2.0 Just like a judge on Dancing with the Stars, sales reps all interpret lead quality differently. Take control with Leads Scoring from Leads360. We’re very excited to move our product forward in this way.

Salespeople: Whatever Happened to Taking Risk?


We’ve insured […]. In today’s mega-technological super-convenience society, we’ve all but lost sight of one particular fact: Life is a risk. We’ve built walls, dams and roofs to keep it out. We’ve armed ourselves with the latest inoculations to keep risk from making us sick. We’ve mounted the latest weaponry to safeguard us from our enemies. appeared first on Pipeliner CRM Blog.

Guest Post: 3 Bogus Insurance Claims Gone Terribly Awry

Jonathan Farrington

All three have been used as key pieces to insurance extortion plots that resulted in prison sentences. Unfortunately it’s you, the law-abiding consumer, who ends up paying for these wild flights of insurance scam insanity. Believe it, or not, every year there are hundreds of attempts at insurance fraud, but here are a few of the especially devious ones. Whose body was it then?

Health Insurers Prepare for the Affordable Care Act

The 1to1 Media Blog

And, as the "2013 Consumer Health Care Market Report" by The Agency Inside Harte-Hanks highlights, many insurers are not yet prepared to handle the projected number of inquiries, either. Between politicians at the podium and talking heads on television, most of what the public knows about the Affordable Care Act (ACA) hails from the headlines.

Cut Lead Costs in Half and Increase Sales Revenue by 105 Percent

The Sales Insider

Auto Dialer Dialer Dialers Execution Inside Sales Lead Management Lead Nurturing Lead Response Phone Dialer Software Predictive Dialers colorado insurance increase sales revenue insurance PowerDialer Predictive Dialer Sales sales revenueA client of ours recently increased their sales revenue by 105 percent by implementing PowerDialer. Do I have your attention, yet? Using a standard predictive dialer, our client was lucky if they made 25 outbound calls a day. By simply Read more.

10 Sales Tactics Guaranteed to Capture Your Prospect’s Attention


recently uncovered some compelling data in a series of conversations I had with decision makers representing several industries, including: insurance services, publishing, hospitality, communications, manufacturing, hardware supplies, a post-secondary institution, and pharmaceuticals. asked them the [.] Social Selling

Financial Services Selling Skills – Guidelines for Asking Questions

Tom Hopkins

Financial Services asking for the business financial services insurance questioning strategies sales closing sales skills selling skills talking with clientsThree Guidelines for Asking Questions Because asking good questions is such an integral part of good selling I’ve given the matter a lot of study and thought over the years. I’ve boiled down all that knowledge into three basic guidelines. Guideline #1. Establish a bond before you attempt to control the process with questions. Establishing [.] Related posts: The Advantages of a Career in Financial Services.

Revenue Uncertainty Part II: Putting Uncertainty to Work at Your Company


figured the car’s owner to be either a risk manager or an insurance agent. Last year I snapped a photo of a curious bumper sticker, and posted it on Facebook. It read, If you’re prepared for flying irradiated zombies that can swim, then you’re prepared for anything. Who else would be moved to share [.] Sales Management

The Craziest, Most Unusual Sales Selection Criteria and What Really Works

Understanding the Sales Force

Life insurance, where turnover can run as high as 90%, is a perfect example of this. Insurance industry executives say that it's perfectly normal. However, outside of the insurance industry, most executives will try just about any remedy to stop the discomfort. It was just last month that I wrote this hugely popular article about the tech buyer who hated salespeople.

When Serving Is Selling: The Fuzzy Line Between #CustServe and #Sales


Serving is selling I recently struck up a conversation with my insurance agent, Kevin, about the link between customer service and sales. We both agreed that the line separating these two distinct disciplines is fuzzy. Where does customer service stop and selling start? Kevin said that while his company tends to reward agents for writing […].

Is it an Expense or an Investment?

Anthony Cole Training

I just returned from the 2016 Bank Insurance and Securities Association annual convention. As always, it is a great event where competitors come together to discuss processes and strategies to deal with the challenges of growing financial institution-owned investment (broker) programs. time management setting priorities investing in future developing sales skills

Insurance Incentive Compensation Management Applications


Insurance companies are often a world apart in incentive compensation. Specific insurance-industry requirements have led many solutions to focus only on that vertical, and many other more generic solutions are adding insurance functionality and gaining more knowledge of that industry. When evaluating solutions, insurers should not discount the importance of the upgrade process.

New! Insurance Email Marketing Templates

Inside Campaigner

You can find these in the Insurance template category. We've created email templates for Allstate, Liberty, Nationwide, Progressive, StateFarm, WellsFargo as well as easily editable generic version for other insurance companies and independant insurance brokers. We've added new email templates to Campaigner that you can use for free when you create an email campaign.

Insurance ICM Industry Market Overview


Gartner released a market overview specific to the insurance incentive compensation industry. For those who haven’t seen it or don’t have access to it, here is a summary of what I found to be the most interesting facts: There are 9 main ICM vendors in the life, property and casuality (P&C), and health insurance industry: ActekSoft, Callidus Software, CSC, CSSI, MajescoMastek, SAP, SunGard, Synygy and Versata. 2009 saw 30 new ICM insurance deals, 27 of which were in North America. The report notes that there is no clear leader in the insurance ICM space.


Onboarding: One Key to Successful Hiring

Anthony Cole Training

We specialize in financial services, banking and insurance. In January, we launched Hire Better Salespeople. It is the recruiting business solution to help companies profile, attract, screen, evaluate, hire and on –board “A” sales talent. There are actually three differentiators in our approach, but now I only want to talk about one of the three – Onboarding.

Charting a Path to Strategic Alignment

Sales Benchmark Index

Keith Cox is vice president, Americas, at UPS Capital, a UPS company focused on providing finance and insurance to businesses with physical supply chains. In a recent conversation with SBI, Cox discussed how his sales team consistently makes its number. Corporate Strategy Magazine

The REALLY BIG Upselling Sales Mistake

Increase Sales

Insurance Non-Health – The agent wants all the insurance and provides a solution including insurance not requested by the prospect.  Insurance Health – With all the changes in health care, insurance brokers rely on subject matter experts such as accountants and even lawyers to ensure the right information. This is not the time to upsell or change the buying field.

What the Numbers Tell Us about Salesperson Readiness

Anthony Cole Training

We recently delivered a webinar specifically for one of our clients – BISA (Bank Insurance and Securities Association). The topic was The Customer-First Advisor: How to Help Your Salespeople Survive and Sell in the Coming DOL Environment – regarding the recent Department of Labor ruling outlining the fiduciary responsibilities of financial advisors giving advice to prospects or clients.

Sustainable Sales Success Tip #10 - Be The Best You Can Be

Increase Sales

One member, Marti Masterson of Masterson Alliance (independent insurance agency) shared this simple thought: Be the best you can be! This past week at a regular B2B networking group, South Shore Business Networking , the question was asked about sales success specific to what makes you different?  Everyone shared his or her personal and professional experiences when answering this question.

Can Selling Interfere with Buying?

Selling to the Point

One of the first lessons I learned, as a salesman, was to make sure my selling doesn’t interfere with my customer’s buying.  I learned this lesson the hard way.  It almost cost me a big sale.  It all started when the insurance agency I sold for came up with a new selling scheme.  They were about to buy a lot of insurance from me.  Luckily I talked him out of it, but it wasn’t easy. 

Sellers Ask the Wrong Questions

Sharon Drew Morgan

I recently accepted a cold call from an insurance guy because I was thinking of switching providers. Are you interested in new car insurance? Morgen. I’m Todd, an insurance agent with XYZ Corp. I’m selling car insurance. Instead of facilitating my buying decision, the bias in his questions terminated our connection: TODD: Hello Ms. Morgen. I’m Todd with XYZ. SDM: I am.

The ONE Secret to Selling More

Anthony Cole Training

Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. I’ve been in the sales and sales management consulting business for 21 years. During my 30 year professional career, I’ve read a lot of books, met with many keynote speakers and listened to hours of audio recordings.

Surprising Customers With Exceptional Service

The 1to1 Media Blog

customerexperience customerloyalty customerservice customerstrategy insurance statefarmCustomer expectations for great service every time they interact with a company are increasing, mainly due to increased competition that's pushing organizations to outdo themselves in providing a fantastic customer experience.

7 Secrets of Success in Sales

Sales and Marketing

Author: Jamie Thomas, Vice President Talent Acquisition for Combined Insurance. Issue Date: 2015-07-31. Teaser: Building a successful sales career is challenging, but it can also be interesting and satisfying. To help determine if you have what it takes to build a career in sales, here are seven best practices that are the foundation of most every successful salesperson. read more

Smart Manufacturing Plant Strategy tests Organizational Dynamics

Babette Ten Haken

How can companies utilize the strategic flexibility offered by the advantages of streaming data and advanced analytics while simultaneously insuring operational system-level control, stability and security? A smart manufacturing plant strategy tests organizational dynamics. Executing smart manufacturing plant strategy should start simply rather than trying to boil the IIoT ocean.

The Value (And The Sale)…Was In The Solution

Bob Burg's Blog

Ilene and her husband, Alan, had held off doing so until the above-mentioned hero of our story told them that the chances were excellent that if there was damage on more than 25 percent of their roof, their insurance company would need to foot the bill. They then called their insurance company. When the insurance adjuster visited them, he explained that because the roof was ten years old they would need to take that into consideration and he would get back to them. My friend, Ilene, related to me a fantastic story on how a roofer helped her own a new roof for her home.

We See the Writing on the Wall; We Know It’s Coming; and We Still Stand Still

Increase Sales

Look at the insurance industry.  The big insurance firms are selling direct, taking the premiums and then handing off the actual work of servicing the customer to the agents for nothing or next to nothing. Loyalty between the insurance firm and the insurance agent has eroded and has become a one way street. Peter Senge said “People don’t resist change.

How Sales Coaching Improves Novice Salespeople

Increase Sales

Sales coaching is the simplest solution to insuring the success of those new to sales. Maybe it is just me, but there appears to be an onslaught of novice salespeople.  And this also means a lot of unnecessary sales mistakes. Credit Yesterday I spoke to someone who was new to sales within the real estate industry. Mistake #1 – Presumptions.

Want More Appointments? Cue the Suspense, Mystery and Intrigue!

Julie Hansen's Sales Blog

Have you ever spent an evening with an insurance salesman?” “There are worse things in life than death. ” ~ Woody Allen Many salespeople make one common mistake when trying to get an appointment: They provide too much information.   Of course we should announce ourselves and explain why we’re calling, but don’t turn this into a two-minute [.]. ACT Like a Sales Pro Tip Acting Exercises Acting tip Storytelling acting for sales Julie Hansen sales tips