The Science and Art of Selling

JANUARY 12, 2015

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. The big question, then, is how to meet objections. The question of how to meet objections does not come up merely in the sale.

Insurance 40

Insurance Insurance Objections Meeting 40

Emissary

FEBRUARY 1, 2022

P&C insurance deals, like many high-tech enterprise sales , can be difficult to predict. The insurance market is riddled with regulations, and companies tend to be risk averse. For example, in many P&C insurers, the company culture resists new technology. For example, insurance buyers can’t afford to take risks.

Insurance 52

Insurance Insurance Closing Decision Maker 52

No More Cold Calling

MAY 25, 2023

One insurance broker, attorney, banker, or consultant? Stand Out to Meet Quota None of this would matter if sales reps were meeting or exceeding quota, if their pipelines were qualified and their projections accurate, and if they had only committed and loyal clients. That’s pitiful. In groundbreaking research by Steve W.

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B2B Buyer Referrals Sales Qualified Lead 177

Partners in Excellence

MARCH 18, 2024

My father’s next career was in insurance. Dad truly believed that selling insurance was a noble profession. He enjoyed helping people solve real problems and felt that insurance products did that. I was grateful for the lessons he gave me on variable life insurance, IRAs and other investments. Prepare well for meetings.

Insurance 73

Insurance Insurance Education Salary 73

MTD Sales Training

OCTOBER 6, 2011

If you have been in the world of professional B2B selling for any length of time, then you have probably had tha t prospect who kept you waiting for 15, 20, 30 minutes or more. Use the incident to enlighten the prospect of the issue without making it an attack. Use the incident to insure a proper meeting is planned.

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Prospecting Insurance Insurance Meeting 252

criteria for success

FEBRUARY 26, 2020

The purpose of any sales meeting with a prospect is to inch towards the close. In order to do so, it's imperative for salespeople to develop a sales meeting agenda beforehand that'll guide the conversation in the right direction. Sales Meeting Agenda: What is Your Goal? Or is your purpose to score a follow-up meeting? .

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Sales Meeting Meeting Lead Rank Lead Scoring 72

SugarCRM

MARCH 2, 2023

WFG National Title Insurance Company is an organization in the real estate insurance field looking to create a better real estate transaction experience for all parties involved. WFG National Title Insurance Company’s Founder and Executive Chairman, Patrick F.

SugarCRM 26

SugarCRM Insurance Insurance Real Estate 26

No More Cold Calling

JUNE 29, 2023

Isn’t it time you considered a prospecting approach that delivers double-digit results and eliminates your competition? Maximizing Referrals: Strategies for Turning Your Network Into a Powerful Revenue Generator It’s interesting how you meet people, and when you sell by referral, you meet a lot of interesting people.

Referrals 177

Referrals Channels Cold Calling Scale 177

The Science and Art of Selling

JANUARY 5, 2015

A prospect may flatly refuse to consider life insurance, as such, because the idea does not fit in with his existing fund of experiences. Unwillingness to change his buying habits — prospect may have a certain plan which he follows in buying other commodities. However, in.

Insurance 40

Insurance Insurance Objections Policies 40

Mr. Inside Sales

APRIL 2, 2021

Remember, this is an “elevator pitch” designed to inform and grab interest in a prospect during the time you’re in an elevator together (or during that crucial 20 seconds you’ve got on the phone). To see how we can help you, I’d like to schedule a brief, 10-minute meeting next week…”. Get Access Today.

Sales Qualified Lead 231

Sales Qualified Lead Face-to-face Advertising Advertising 231

The Science and Art of Selling

JANUARY 19, 2015

It would be out of the question, of course, to assign any objection to a definite group and to prescribe a way of meeting that objection. Then, too, he may be just “dead broke” and his financial condition will obviously constitute a hindrance to the sale of any kind of insurance.

Insurance 40

Insurance Insurance Objections Face-to-face 40

The Pipeline

MARCH 30, 2015

The biggest prospecting sin you can commit is not to prospect, but there are many others that are dangerous and can have almost as detrimental effect on your sales success, and more. People use this approach because they feel that it will make it easier for the prospect to accept a 15 minute meeting.

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Prospecting Cold Calling Insurance Insurance 120

MTD Sales Training

OCTOBER 7, 2011

The prospect shows up 30 or 45 minutes late for the meeting. You do not have enough time to do a proper sales interaction and you feel the prospect has complete disrespect for your time. In Part I and Part II of this article, we began to focus on the following solutions to use the prospect’s tardy incident to your advantage.

Prospecting 261

Prospecting Insurance Insurance Travel 261

Hyper-Connected Selling

DECEMBER 12, 2018

In coaching hundreds of insurance agents over the years, I’ve become aware of a challenge that has arisen for many of them. They don’t sell a few straightforward insurance products anymore. The two most common products in this category are auto and home/fire insurance. Non-Demand Products.

Insurance 45

Insurance Insurance Sales Cycle Top of Funnel 45

Anthony Cole Training

JANUARY 16, 2014

I was talking to a prospect yesterday about this very thing. It reminded me of a pivotal conversation about prospecting that I had years ago when I was new to selling. In 1988, I, like many other new life insurance agents, was trying to figure out how to get in front of more people. Finding prospects is not difficult.

Prospecting 159

Prospecting Insurance Insurance Pivotal 159

Sales and Marketing Management

MAY 10, 2020

Businesses can and will go more digital, but with a lack of face-to-face meetings, there can be an effect. While our sales teams at WhiteHat Security have always been distributed, communicating with customers and prospects exclusively over the phone or video is a new challenge. Finding the Right Customers.

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Face-to-face Lead Rank Lead Scoring Hiring 302

Sales Hacker

NOVEMBER 19, 2020

Intent data can change how you prospect, manage the sales cycle, and close deals. What if you had access to your prospects’ buying windows (time periods when they are most likely to buy)? Consider this — most ( if not all) your B2B prospects or target accounts are tenants in commercial buildings where they occupy space.

Intent Data 110

Intent Data Intent Real Estate Data 110

Gong.io

DECEMBER 19, 2019

That’s everything captured using Gong during web conference meetings, phone calls, and emails. Put another way, the number of emails exchanged between a sales rep and a prospect over a given period of time (aka, “email velocity”) is the best indicator of whether your deal will close or not. Car insurance? Health insurance?

Data 122

Data Insurance Insurance Cold Calling 122

Mr. Inside Sales

APRIL 17, 2020

By now, we’re all settled in at home and seamlessly conducting our business by phone and Zoom meetings, right? Like you, I’ve greatly increased my Zoom meetings, and I’ve been disturbed by what I’ve seen. Zoom Tip #2: Speaking of professionalism, what are you wearing to your Zoom meetings? Well, not so fast….

Film 159

Film Face-to-face Call-back Gatekeeper 159

Sales Evangelist

JULY 26, 2020

How to Virtually Forge Deep Connections With Prospects The pandemic has changed the methods of prospecting. For example, if you’re selling insurance in Florida and you know the property is prone to flooding, let the homeowners know about it. During a sales meeting make it a habit to be professional but authentic.

Prospecting 98

Prospecting How To Face-to-face Hotels 98

Allego

DECEMBER 13, 2023

You get to meet, share ideas, and have fun with other sales enablement managers, sales managers, learning and development professionals, and revenue enablement folks. 2024 BISA Annual Convention — March 5-8, Hollywood, Florida BISA (the Bank Insurance & Securities Association’s annual event) will be back again in 2024.

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

Hubspot Sales

AUGUST 2, 2023

Sending cold emails, leading prospects through sales calls, and following up all take time and articulation. In this post, we’ve compiled step-by-step instructions for how to write a sales pitch with ChatGPT, plus our favorite ChatGPT pitch prompts to get you started engaging prospects in no time.

How To 78

How To Insurance Insurance Travel 78

Crunchbase

MAY 27, 2021

Let’s look at an example in the insurance industry. In its early days, a company like True Blue Life Insurance may have only offered a limited selection of life insurance products, which would limit their pool of sales prospects. As True Blue grows, however, they may start to offer more life insurance products.

Ideal Customer Profile 105

Ideal Customer Profile Insurance Insurance Customer 105

Pipeliner

SEPTEMBER 14, 2022

Even the kind of car you drive and how you take care of it with insurance coverage and regular maintenance can help build your brand. If a prospective buyer gives you a budget, they probably spent a lot of time developing that budget to take charge of their finances. Stay in Touch With Real Estate Customers.

Real Estate 52

Real Estate Insurance Insurance Customer 52

Smooth Sale

FEBRUARY 4, 2022

Protect Yourself with the Right Insurance. First of all, make every effort to ensure that the proper insurance protection is in place. Many businesses get hit with huge bills and expenses because they didn’t take the necessary steps to protect themselves with the relevant insurance. . Against Unnecessary Expenditure.

Insurance 78

Insurance Insurance Face-to-face Hiring 78

The Pipeline

SEPTEMBER 18, 2018

But seriously, people talk about what they know, so if we help them understand what prospects want to know about, which is not product oriented. Being able to spell PRODUCTIVITY is not the same as understanding it or applying it in a way that moves the prospect’s objectives forward. Silence Sucks. Tangible and measurable value.

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Vendor Discount Insurance Insurance 255

Anthony Cole Training

FEBRUARY 21, 2013

In 1987, when I entered the life insurance business with David Zimmerman at National Life of Vermont, I learned that selling life insurance was truly "selling" and my experience with Nautilus had been merely "order-taking". Can your clients or prospects say the same thing? in Dallas, Texas. I thought that was selling.

Insurance 211

Insurance Insurance Hiring Sales Qualified Lead 211

The Pipeline

APRIL 17, 2018

All the whitepaper, ROI calculators, and other expectations many players have are more about insurance, CYA, than understanding, or taking in information or knowledge. Next time you are with a prospect, ask yourself how to best assure him/her that beyond all, they will not be fired as a result of signing on to you?

Outsourcing Services 300

Outsourcing Services Face-to-face Buyer Insurance 300

Understanding the Sales Force

JANUARY 18, 2013

Please meet the Project Manager at Membrain , Henrik Oquest. Please meet the Founder and CEO of PENTA Communications, Inc. And everyone needs to make the most of their prospecting time. Please meet the Founder and CEO of ConnectLeader , Senraj Soundar. Contact Henrik. Everyone needs marketing and lead generation help.

Insurance 201

Insurance Insurance Trade Show Collateral 201

MTD Sales Training

OCTOBER 5, 2011

You have set a solid appointment , and immediately sent an email verifying the meeting information. For the prospect that comes out with sincere apologies like, “I am so sorry to keep you waiting. However, what of that prospect that shows obvious and total disrespect for your time? Finally, you arrive at the 10:00 a.m.

Prospecting 120

Prospecting Decision Maker Insurance Insurance 120

Partners in Excellence

MAY 9, 2023

It’s their experience through the buying process–perhaps at our websites, through our content, or through our meetings with the customer in their buying process. The greatest value we create for anyone, and ourselves, is insuring that we are using that time well. The same applies to leaders/managers.

Insurance 93

Insurance Insurance Face-to-face Proposal 93

Hubspot Sales

JUNE 9, 2023

Fast forward a few years, and Kracov’s rep ended up going to the President's Club — an annual employee recognition program that rewards salespeople who meet or exceed sales goals and quotas. Sales hunters are relentless in finding new opportunities, prospects, and accounts. This can help when cold emailing prospects.

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Hiring Salary How To Ideal Customer Profile 100

Pipeliner

APRIL 11, 2024

It can be an elusive target, though, given the typical focus in working to insure your products and services delivered to a client are the very best that they can be. But things really do change when prospects transition to clients. It’s a goal we strive for in selling. Here’s how it works. Think about that moment. The business is won.

Guarantee 52

Guarantee Hotels B2C Enterprise 52

Sales and Marketing Management

NOVEMBER 30, 2020

Each day he prospects for new customers. He builds relationships with these customers, assessing and meeting their needs. My sales clients have included companies moving real estate, funeral services, spine surgery devices, insurance and all kinds of other widgets.

Real Estate 256

Real Estate System Insurance Insurance 256

criteria for success

MARCH 2, 2022

And what about your prospects and customers—are they reporting inconsistencies or issues with your salespeople? Here are a few areas to consider: Prospecting – Is your team prospecting at all? Are they developing and monitoring prospecting plans? Is said prospecting plan working? Running a Meeting.

Sales Management 104

Sales Management Insurance Insurance Pivotal 104

Understanding the Sales Force

JULY 10, 2013

Understanding the Sales Force by Dave Kurlan More and more connections, meetings and potential new business are being scheduled as a result of the use of social media. Just because they have accepted your invitation to become part of each other''s network does not mean they want to talk with you, meet with you or buy from you.

Opportunity 221

Opportunity Pipeline Hiring Real Estate 221

Pipeliner

FEBRUARY 28, 2023

In this post, we’ll discuss how a problem-solving mindset and confidence in your product may help you meet sales targets. You’ll gain confidence by helping customers succeed and create prospects. Without an end objective, it’s hard to grow and meet lead indicators like outreach or cold calls. This is false.

Video 52

Video Real Estate Insurance Insurance 52