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Inc Magazine Gets it Wrong on Consultative Selling

Understanding the Sales Force

James is guilty of one of the most common misunderstanding in all of sales - that consultative selling requires salespeople to act like a consultant. Think about some of the core services and products that nearly every business, your business, purchases: Health Insurance and 401K. Commercial Real Estate.

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5 Insurance Sales Secrets for Millennial Agents

RAIN Group

The way millennials purchase insurance is worlds apart from the approach taken by baby boomers. A Gallup Panel Study revealed that millennials are more than twice as likely to buy insurance online, and are the least likely to be engaged with insurers. are the ones now selling insurance?

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Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive?

Understanding the Sales Force

Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%. The candidate scored 60% on Caliper and 92 on OMG. Coachable or not.

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Research: Current Sales Performance Challenges Faced by Industry Leaders

The Brooks Group

Global uncertainty and the customer hesitancy it creates was ranked among the top, along with the need for consultative selling over transactional selling. When bracing for the unknown, your best insurance is to have a team of skilled sellers who can differentiate your organization from the competition. Pricing pressure.

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Caliper versus OMG - Which Sales Candidate Assessment Wins?

Understanding the Sales Force

Consultative Selling Skills (Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%). The candidate scored 60% on Caliper and 92 on OMG). Trainable or not. Coachable or not.

Lead Rank 238
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How to Adapt to the New Sales Environment: A 2-Step Approach to Navigating COVID-19

Sales Hacker

Going after verticals like hospitality, insurance, tourism, health, etc., You don’t want to accidentally reach out to a company that’s been seriously affected and try to sell to them as if nothing has happened. RELATED: Consultative Selling Techniques: 6 Ways to Earn Trust and Sell More.

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Door-to-Door Sales: The Complete Guide

Hubspot Sales

But if you take a question-based consultative selling approach, people might open up a little more. Ask if people are interested Tim Connon, Founder of ParamountQuote Insurance Advisors, spent over five years selling ADT home security from door to door. Some prospects don’t want to talk.