The Science and Art of Selling

JANUARY 5, 2015

Hence, there exists in most people a strong predisposition to object to proposals which they think will commit them to an unaccustomed course of action, or which will necessitate a rearrangement of ideas. A prospect may flatly refuse to consider life insurance, as such, because the idea does not fit in with his existing fund of experiences.

Insurance 40

Insurance Insurance Objections Policies 40

Emissary

JANUARY 26, 2022

P&C Insurers have recognized the need for sophisticated, highly integrated technology to meet consumer demands and grow revenue. According to Accenture research, 80% of insurance executives surveyed acknowledge their business and technology strategies are becoming inseparable. Find the Pain Points Buyers’ Truly Care About.

Insurance 52

Insurance Insurance Webinar Metrics Strategy 52

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. Go around them.

Insurance 40

Insurance Insurance Objections Face-to-face 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

Anthony Cole Training

FEBRUARY 27, 2020

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.

Prospecting 161

Prospecting Hiring Objections Sales 161

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). Here are the two rules: Make it brief – one sentence is best, two short ones if absolutely necessary. Get Access Today.

Sales Qualified Lead 231

Sales Qualified Lead Face-to-face Advertising Advertising 231

Mr. Inside Sales

OCTOBER 1, 2015

There is always someone who can do it cheaper, or faster, or better (at least in the mind of your prospect). Because of this, prospects – and even customers – are constantly on the search for a better deal. Listen carefully to not only what your prospect says here, but how they say it. Again, be assumptive with this. If yes].

Competition 120

Competition Objections Vendor Insurance 120

Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. OMG found that the candidate had plenty of bad empathy (for stalls, putoffs and objections), but none of the good empathy (for understanding problems).

Comparison 306

Comparison Lead Rank Lead Scoring Hiring 306

The Sales Hunter

DECEMBER 28, 2012

Every salesperson has had at one time or another a prospect who just won’t move forward and buy. The objective with the process is to get the customer to participate with you in an activity that allows them to see the value they will receive from what you’re offering, as well as confidence in you.

Prospecting 212

Prospecting Customer Insurance Insurance 212

The Sales Hunter

MAY 11, 2012

Because of this reality, if you intend to use the telephone to develop sales prospects, then you have to be able to use voicemail effectively. The biggest mistake people make when leaving a voicemail message as part of their prospecting strategy is they leave a message that has zero value to the person receiving it.

Prospecting 166

Prospecting Tools Insurance Insurance 166

Gong.io

DECEMBER 19, 2019

Sales Tip #3: Respond to Objections with Questions. Objections are tough. Buyers’ objections can throw salespeople off their game. And if there’s one part of the discussion you’ll want to steer with a strong arm, it’s objection handling. Respond to objections by asking questions. Car insurance?

Data 122

Data Insurance Insurance Cold Calling 122

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

Sales 2.0

SEPTEMBER 20, 2018

We can achieve this as a we use Object Oriented frameworks, GPU accelerated computing combined with local caching. Many of them had long-winded statements full of technical features that no prospect has the time to listen to nor could understand. GE Insurance). Just don’t say it to your sales prospects.

Insurance 150

Insurance Insurance Distribution Conference 150

Sales 2.0

SEPTEMBER 20, 2018

We can achieve this as a we use Object Oriented frameworks, GPU accelerated computing combined with local caching. Many of them had long-winded statements full of technical features that no prospect has the time to listen to nor could understand. GE Insurance). Just don’t say it to your sales prospects.

Insurance 150

Insurance Insurance Distribution Conference 150

Pipeliner

FEBRUARY 28, 2023

Developing customers and prospects boost confidence. Without an objective, outreach and cold calls struggle. Reverse engineering and step-by-step analysis may aid everyday objectives. Software, real estate, insurance, and mortgage sales are competitive. Hold people responsible to attain objectives. Mentors teach.

Real Estate 52

Real Estate Insurance Insurance Cold Calling 52

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.

Vendor 255

Vendor Discount Insurance Insurance 255

Mr. Inside Sales

APRIL 17, 2020

As you know, first impressions are everything, and if you’re meeting with a prospect or client over Zoom there are some things you definitely don’t want to do, and others that you do want to do. Follow this quick list of 5 tips to insure you not only make a great impression, but that you also easily place yourself above your competition.

Film 159

Film Face-to-face Call-back Gatekeeper 159

Keith Rosen

APRIL 21, 2020

It’s not a surprise that most salespeople don’t get past the first 30 seconds of an initial prospecting conversation before the prospect cuts you off and says, “Not interested,” or you hear “Click.” Your prospect isn’t interested in your actual product or service, but what it will ultimately do for them.

Prospecting 102

Prospecting Guidelines How To Cold Calling 102

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

Mr. Inside Sales

APRIL 28, 2018

Skill One: Build rapid rapport with your prospect. Some of the things I recommend are: Getting the prospect to take down your name and phone number early in the call. Getting your prospect to send you any pictures of the accident or any paperwork they have. How can you invest them during your call or presentation? And they work!

Conversion 120

Conversion Inbound Industry Insurance 120

Pipeliner

FEBRUARY 28, 2023

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. Intense Sales Software, real estate, insurance, and mortgage sales are notoriously competitive. Becoming Convinced How can you believe it?

Video 52

Video Real Estate Insurance Insurance 52

Sales and Marketing Management

NOVEMBER 30, 2020

Each day he prospects for new customers. My sales clients have included companies moving real estate, funeral services, spine surgery devices, insurance and all kinds of other widgets. It means being objective. Author: Scott Greenberg Quick quiz: John gets paid when he makes a sale. Most people can’t stomach the rejection.

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? Common Objections & Pushbacks.

Sales Management 104

Sales Management Insurance Insurance Pivotal 104

Sales Gravy

JULY 6, 2010

You see, objections are objections are objections. Prospects and clients have been using the same ones for years because they work to blow off 80% of your competition. But once you start using these rebuttals, you'll find a way to get past them and

Objections 40

Objections Insurance Insurance Competition 40

Partners in Excellence

MAY 9, 2023

Simple expressions like, “I didn’t realize that, That’s interesting, Thank you for helping me on this… ” Our objectives must be that 100% of every interaction our customers and prospects have, with us and our organizations, us a good use of their time. The same applies to leaders/managers.

Insurance 93

Insurance Insurance Face-to-face Proposal 93

Hubspot Sales

JULY 25, 2023

Whether your prospect is a potential buyer, seller, or tenant, use these scripts to grab their attention. Some might also use lead distribution software and gain access to third-party prospect lists. Notice how these three sentences put zero-to-no pressure on the prospect. If you hear objections, try to handle them gracefully.

Real Estate 88

Real Estate Cold Calling Commission Face-to-face 88

MTD Sales Training

OCTOBER 5, 2011

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? What of that prospect who just says, “Ok, I’ll see you now…” Or the one who greets you without the slightest regard for what happened? What to Do.

Prospecting 120

Prospecting Decision Maker Insurance Insurance 120

Understanding the Sales Force

JANUARY 18, 2013

At both Objective Management Group and Kurlan & Associates , one of my roles is to identify strategic partners. And everyone needs to make the most of their prospecting time. The referrals and introductions which happy customers make for their sales reps. Not necessarily the biggest. Not necessarily the most well-known.

Insurance 201

Insurance Insurance Trade Show Collateral 201

Anthony Cole Training

JUNE 11, 2013

Insurance is different than banking which is different than wholesaling which is different than manufacturing. You get a chance to design how you acquire names for prospects, how you meet these prospects, how you qualify these prospects, how you present to these prospects, and how you get prospects to make a decision to buy.

Buying Cycle 191

Buying Cycle Education Objections Insurance 191

A Sales Guy

MAY 3, 2020

” your prospect or buyer does what they do? The objective is to get the buyer to say yes or no in order for you to ground the discussion in what you’ve heard so far. Use them to get as much information as possible. Process Questions: Process questions are designed to as “How?” How are they executing?

Insurance 128

Insurance Insurance Buyer Positioning 128

Anthony Cole Training

AUGUST 9, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! dealing with objections (7). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). The "No Time to Prospect" Myth - Why People Dont Succeed in Selling.

Hiring 136

Hiring Prospecting Ideal Customer Profile Sales Qualified Lead 136

Understanding the Sales Force

JULY 10, 2013

When salespeople do make calls they quickly learn that prospects no longer answer and don''t return calls from salespeople anymore. Salespeople give up on prospects without realizing that today it requires as many as 10-15 attempts to either reach or get a call back from a prospect. Don''t you still get calls from them?

Opportunity 221

Opportunity Pipeline Hiring Real Estate 221

John Barrows

FEBRUARY 19, 2020

Being Disarmingly Blunt On Objections. All of a sudden everybody says, I’m just managing so many deals that I don’t have the time to prospect. If at any single day got too ugly, I would block two hours minimum for prospecting only. And so that’s the same mindset on a cold call when you get an objection.

Quota 110

Quota Cold Calling Call-back Objections 110

Hubspot Sales

JUNE 9, 2023

Sales hunters are relentless in finding new opportunities, prospects, and accounts. Starting in this role puts you way ahead of most salespeople because you’d have learned how to find prospects and close them. The more rejections you get, the faster you learn about customer objections and how to overcome them.

Hiring 100

Hiring Salary How To Ideal Customer Profile 100

Crunchbase

FEBRUARY 22, 2021

If you haven’t defined the steps that make up your sales life cycle, you can’t possibly tell the difference between prospects who need more information and prospects who are ready to buy. Discover new prospects with Crunchbase Pro – try it free. Remove needless steps. And it’s a great way to qualify leads.

Paid Content 98

Paid Content Pipeline Top of Funnel Hiring 98

Sales Training Advice

AUGUST 22, 2011

He sold insurance, sewing machines, garbage disposals, cookware, wigs and other hair goods, and advertising. The man who gives you objections is not tough to sell,” my father would say; “you can do a lot with that guy. He’s helping you when he throws his objections at you. Your prospect works hard for his money.

Objections 58

Objections Strategy Advertising Advertising 58

Hubspot Sales

JANUARY 9, 2024

He also recommends being enthusiastic, courteous, and confident enough to demand attention from prospects. Get prospects talking According to Sales Insights Lab , top sales performers get their prospects to talk more than bottom and average performers. By that logic, you’ll also want to encourage your prospect to talk.

Face-to-face 98

Face-to-face Up-Sell Research Sales 98