Pipeline Insurance

The Pipeline

Insurance is one of those things that everyone has but nobody really wants. In some ways, we feel that we are throwing money away, until that rainy day or unforeseen event arrives, and we are all too happy to have the insurance. By Tibor Shanto – tibor.shanto@sellbetter.ca .

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.

Two Types of Objections When Selling Insurance

The Science and Art of Selling

When your prospect says, “I can’t afford it,” he may mean, “I don’t want to waste time talking to you” — in other words, your prospect can use this statement as a way of ending the conversation with you either over the phone or when you meet them face to face.

The causes of objections when selling insurance

The Science and Art of Selling

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.

2 Ways to Understand Your Buyer’s Needs: Why Insurance Agents Should Understand Demand & Non-Demand Sales Cycles

Hyper-Connected Selling

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.

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

Velocify

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.

Are You Committing This Prospecting Sin? – Sales eXecution 291

The Pipeline

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. By Tibor Shanto - tibor.shanto@sellbetter.ca .

Trouble Growing Sales? Solution #2: No More Bad Prospects

Anthony Cole Training

First with Nautilus Exercise Equipment, then in the insurance business and for the last 23 years with Anthony Cole Training Group. It’s been at least 25 years since I heard David Sandler, on a cassette tape, say; “there’s no such thing as bad prospects, just bad salespeople.”

Insurance Sales: Three Rebuttals to Common Objections

Sales Gravy

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

Turn the Prospect into a Customer with the “Engagement Process”

The Sales Hunter

Every salesperson has had at one time or another a prospect who just won’t move forward and buy. To create an engagement you might provide to the customer 2 websites you want them to look at to review what insurance companies look for in security systems.

Voicemail as a Prospecting Tool

The Sales Hunter

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. The prospect doesn’t want to know how wonderful you are and a bunch of other blather about what you and your company do. Let’s not kid ourselves.

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B2B Prospecting Data Just Keeps Getting Better

Pointclear

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts.

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6 Levers Proven To Move Your Prospects To Act

Anthony Iannarino

They struggled with the idea of investing in means that would provide an insurance policy, even though the investment was a fraction of what they lost. The post 6 Levers Proven To Move Your Prospects To Act appeared first on The Sales Blog. Some people avoid change.

ACT 90

What To Do When The Prospect Is Very Late For the Appointment: Part II

MTD Sales Training

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.

What To Do When The Prospect Is Very Late For the Appointment: Part III

MTD Sales Training

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. Use the incident to enlighten the prospect of the issue without making it an attack.

6 Levers Proven To Move Your Prospects To Act

Anthony Iannarino

They struggled with the idea of investing in means that would provide an insurance policy, even though the investment was a fraction of what they lost. The post 6 Levers Proven To Move Your Prospects To Act appeared first on The Sales Blog. Some people avoid change.

ACT 64

Sales CRM for Small Businesses with BIG Ambition

Velocify

Big players have extensive marketing and advertising budgets, and technology to respond quickly and effectively to prospective buyers. With Leads360 Express, sales managers will gain more control, visibility and peace of mind.

Key to Sales Success: Find More Prospects - Duh!

Anthony Cole Training

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.

Do You Even Qualify to Be Called a Salesperson?

The Sales Hunter

I got into sales only because I couldn’t afford car insurance due to my driving record, and I took a sales job purely because they offered me a […]. Blog Professional Selling Skills Prospecting prospecting sales salespersonI’m proud to be in sales. In fact, I’m not just proud — I’m very proud. But I admit that wasn’t the case early in my career.

Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

The Telephone Is the Most Powerful Sales Prospecting Tool. By Jeb Blount, author of Fanatical Prospecting. KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting.

Taking the lead with lead quality insights

Velocify

Gaining a better understanding of what makes prospects convert to customers can help prevent wasted marketing and sales dollars generating and chasing sub-optimal leads. Insurance Lead Management Mortgage Sales AutomationNot all leads are equal, but too often we treat them that way.

Leads 101

How Financial Professionals Can Take Their LinkedIn Profile to the Next Level

Hyper-Connected Selling

The image of the small town insurance agent who knows everyone (and everyone’s business) is deeply ingrained into our minds. Customers can buy insurance policies and stocks online – without ever talking to a live person. Update December 2018.

7 Steps To Selling To Clients Who Are Indecisive- Video Blog

MTD Sales Training

For a prospect making a decision to buy means taking the risk of a competitor coming by soon after with a better proposal that is a better fit to the prospects situation. How do we insure that we are. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Sales Tips closing the sale indecisive clients selling skills

Happy Gibberish Day!

Sales 2.0

Today, September 20, is apparently National Gibberish Day, so it seems like a good time to surface this classic point about how your describe your company and products to your prospects–or indeed to anyone that asks “what do you do?”. GE Insurance). Prospecting

Happy Gibberish Day!

Sales 2.0

Today, September 20, is apparently National Gibberish Day, so it seems like a good time to surface this classic point about how your describe your company and products to your prospects–or indeed to anyone that asks “what do you do?”. GE Insurance). Prospecting

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).

Are Salespeople Still Using the Hard Sell?

Understanding the Sales Force

Insurance? After prospects state an objection, say they're not interested, or tell the salesperson, "No," prospects tend to raise their resistance. Most salespeople think that the hard sell consists of arm-wrestling, hammering or pressuring their prospect.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Blog - Inside Sales

Company: A large, well-known insurance carrier. Test phone calls to learn more about your prospects If you run a teleprospecting campaign, consider testing your approach to acquiring new leads. More from the blogs] Value Proposition: What motivates prospects to buy from you?

How to Deal with Other Quotes, Proposals, and Competition

Mr. Inside Sales

The below questions have been taken right from this value book: If after you’ve presented your product or service your prospect says they want or need to check on other offers/estimates/quotes, etc., What can I do right now to insure that we win your business?”.

Your Funnel Should Be A Horn Of Plenty

The Pipeline

I bring this up because of reaction to my piece the past Monday on how to deal with prospects who are reluctant to commit. On the other hand, if you needed five prospects to close a deal, you had three real prospects in your funnel and one went soft, you have a problem.

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When In Doubt – Err on The Side Of More!

The Pipeline

The refrain is a familiar one, they don’t want to pester the prospect. Prospecting execution Persistence Selling to Executives Tibor ShantoBy Tibor Shanto – tibor.shanto@sellbetter.ca.

What To Do To Make Yourself OUTSTANDING!

MTD Sales Training

We had a call from a company recently, trying to sell us business insurance. They had cold-called our support team and wanted to know if we already had business insurance for various aspects of our company. Personalised stories that ring true to the prospects you are talking to.

Are You Preparing for the Future?

Smooth Sale

A reverse mortgage contributes to the wealth only of the insurance company. #2. The ‘one-day’ mentality was hers for acquiring medical insurance. After the fact, Jeannie realized the importance of having insurance.

2016’s Top 5 Sales Focused Blogs

DiscoverOrg Sales

Go back to the phones and meet sales goals by providing prospects with solutions. Written in response to a DiscoverOrg hosted panel at VMworld , this post combines responses from CIOs including Sephora, Arch Mortgage Insurance, and Charlotte Russe depicting how to sell to them.

Are Your Emails Getting Deleted By Your Prospects and Customers? Five Things You Can Do to Increase the Success of Your Email Campaigns. Prospecting Email Strategies – Part Two

Keith Rosen

Developing an email template compelling enough to elicit a response from a prospect is hard enough. One cardinal email sin when emailing to new prospects is to send out your first unsolicited email with an attachment. • Insurance.

3 Common Scenarios that Make Your Customer the Sales Person

Jeff Shore

Scenario #1: You sell life insurance. You are having a conversation with a friend in a social setting, and the talk turns to your friend’s insurance coverage. A prospective buyer says to you, “I like this home but I’m not sure my husband wants to move at all. By Jeff Shore. ?. ?I

Legal Intake: The Key to Increasing Conversion Rates

Mr. Inside Sales

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.

What is the Toughest Thing About Sales?

Anthony Cole Training

Prospecting, prospecting, prospecting. I was in my second year of my insurance career with National Life of Vermont. Tony, it''s prospecting.". After 30 years, it''s still prospecting! I didn''t stay in the insurance business for 30 years.

How to Develop an Effective Elevator Pitch

Mr. Inside Sales

struggle when trying to describe their company, products and services, in a succinct and compelling way that engages a prospect and makes them want to hear more. Cold Calling Scripts Prospecting & QualifyingMany inside sales reps (outside reps, too!)

Are You Working Your Referral Base?

Pipeliner

Industries: Medical technology, healthcare, insurance, manufacturing, technology, software, security. ProspectingThe year is half-way done and you might be thinking about your pipeline. If you’re like most salespeople, referrals are a vital part of keeping your sales pipeline full.