How to Move Forward and Increase Sales During Uncertain Times

Anthony Cole Training

In this blog post, we pray for the health and safety of those at risk or sick during this time in human history.

4 Steps to Create Loyal Client Advocates

Anthony Cole Training

In today's blog, we discuss how your organization can go above and beyond to create loyal client advocates for your business.

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28 Sales Traits to Identify When Hiring Better Salespeople

Anthony Cole Training

In this blog post, we ask the question, "Are you looking to hire better salespeople or are you looking to hire salespeople that will simply replace your former employees?".

"Gone Fishing" for Sales Prospects

Anthony Cole Training

hiring salespeople Sales Management Training hire better salespeople consultative selling increase sales leads, sales effectiveness training banking sales training consultative sales coaching sales training courses online sales training hire better people insurance sales training train the trainer

Make the Business-to-People Sale

Anthony Cole Training

Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success.

How to Sell in Any Market

Anthony Cole Training

However, you can choose to develop strategies and utilize virtual technologies to get in front of your prospects and clients. There is always something going on in the market that makes selling difficult.

Increasing Sales in 2020 | Ask Your Prospects Better Questions

Anthony Cole Training

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.

Why Are My Salespeople Not Perfoming as Expected?

Anthony Cole Training

In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business. Why do so many of my salespeople fail to perform as expected? It's a loaded question. Or, is it?

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.

Why Prospects are Like Fruit and Why You Need to Pick the Right Ones

Anthony Cole Training

In this blog post, we discuss the idea that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable!

Using Old School Sales Tools in New Ways

Anthony Cole Training

Let's face it; with the influx of social media, apps, and online distractions, it is actually harder to reach a prospect than ever before. In this blog post, we discuss the idea of using older (yet effective) techniques to find success in the chaos of today's selling landscape.

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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.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries.

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.

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.

Sales Training and Self Training for Success

Anthony Cole Training

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34).

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. MTD Sales Training.

The Pipeline ? The REAL Problem with Sales Training

The Pipeline

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. The REAL Problem with Sales Training – The Pipeline Guest Post – Jonathan Farrington It seems that every week… [link].

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

The CoolCatTeacher

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.”

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.

Why 78% of All Prospecting Efforts Fail and How to Get People to Want to Talk to You

Keith Rosen

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.”

Personalized Sales Training : A Modern Learning Advantage


Once upon a time, “personalized training” meant printing the names of workshop participants on their handout folders. Today, this key component of modern learning means exactly what it says – sales training that is genuinely personalized , genuinely “just for me.”.

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.

Sales CRM for Small Businesses with BIG Ambition


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.

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

MTD Sales Training

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? On one hand, you obviously do not want to anger the prospect or chance killing the sale.

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 have been trained to handle these objections and put-offs and therein lies the problem.

Sales Tips: 7 Reasons Why Sales Training Fails

Customer Centric Selling

Sales Tips: 7 Reasons Sales Training Fails. By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company. Many times I’m contacted by someone whose house is already on fire and they are looking to buy insurance. Namely, I find that there are seven (7) fundamental reasons that sales training initiatives fail: 1. It’s education, not training. The training is generic – “you connect the dots.”.

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.

Overcoming Covid-19 Common Objections

Mr. Inside Sales

The good part is this prospect isn’t saying no, rather, he/she is saying, “It is best to reschedule this call.” Prospect name} is really booked right now with very little down time. Prospect isn’t saying no, they’re saying not now. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Interview Abstract: Why Selling with Value Requires Modern Tools + Modern Training

The ROI Guy

I recently had the opportunity to interview Dario Prolio from leading sales training and performance management firm Richardson. Yes, I believe that it has grown to become a significant issue, and we have seen it in our prospects. So how have prospects changed?

Sales Training Insight into the Well-beaten Path to Mediocrity

Customer Centric Selling

Sales Training Article: The Well-beaten Path to Mediocrity. This focus is passed onto B and C salespeople when they attend training on offerings in hopes of improving their ability to sell them. In this case the answer was the translation manager within the prospect organization.

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.

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.

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

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.

Legal Intake: The Key to Increasing Conversion Rates

Mr. Inside Sales

For over a year now, I’ve been training some of the largest and most successful legal firms in the country and helping their intake teams dramatically increase their conversion percentage of inbound leads. Skill One: Build rapid rapport with your prospect.

Part Three: Determining When To Coach Your Salespeople, When to Provide Sales Training and When To Give Them The Answer

Keith Rosen

As a recap from Part One, “Do I Coach Them or Train Them?” The question is, what exactly do you use to fill in this gap – do you coach them, train then, advise them or flat out just give them the answer? Scenario Three: Situation : Bob, a successful, established and well seasoned insurance salesperson had been a long time top producer for his company. Training and Coaching Solution: This is a coaching and training issue.

April Showers and Sales Results

Anthony Cole Training

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34).

Sales Success - A Body @ Rest Stays At Rest Unless Compelled to.

Anthony Cole Training

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34).

Long-Term Leads Demand Attention Now


Often hot leads are really prospective buyers that have already been sold by another vendor. They’re insuring money spent to generate leads isn’t wasted simply because the qualified prospect isn’t in a hurry. B2B Sales Sales Training Sales LeadsNear-Term Opportunities are Important, But So is Keeping the Pipeline Full. Your sales team likes nothing better than getting leads with a high probability of closing soon.

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