"Gone Fishing" for Sales Prospects

Anthony Cole Training

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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.

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.

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.

Personalized Sales Training : A Modern Learning Advantage

Allego

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.”.

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).

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].

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.

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.

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.

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.

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.

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.

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 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

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).

eBook 218

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).

eBook 208

Are You Working Your Referral Base?

Pipeliner

Industries: Medical technology, healthcare, insurance, manufacturing, technology, software, security. Services: War room services, sales leadership mastermind groups, TOP Line Account sales training, sales, and sales leader playbooks. Prospecting

Long-Term Leads Demand Attention Now

Pointclear

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.

Leads 138

The ONE Secret to Selling More

Anthony Cole Training

Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. Qualified” means the prospect has: described a problem that has to be fixed.

THE Secret – Just One Secret To Getting Sales People To Sell More

Anthony Cole Training

Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. That your prospect has committed in advance to spend money to fix the problem.

Myth Busters and Selling - No Excuses!

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).

eBook 220

Sales Call Preparation

Platinum Rules for Success

When you are preparing for a meeting with your prospective client, it’s critical to ensure you are viewed as both competent and prepared to provide superior service. How many times have you gone into a sales meeting without a plan, hoping the prospect would do what you want?

Lunch and Learn - 12 Sales Lessons from Rich Ambrose

Anthony Cole Training

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?

6 Lessons for Sales 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).

Sales Success - Any Success - Keep Your Eye on The Ball

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).

Sports 197

April 1st - A Day for Sales People to Remember

Anthony Cole Training

I got into the life insurance business as an agent with National Life of Vermont. I came into the business as a life insurance agent only to find out that others in that business were calling themselves planners, consultants, advisors, risk managers and a variety of other titles.

Who is Your Sales Competition?

Anthony Cole Training

A Guest Blog By Mark Trinkle, Sales Development Expert, Anthony Cole Training Group. Hello, this is Mark Trinkle with Anthony Cole Training Group and I want to ask you one simple question. Remember, you are really there to disqualify the prospect.

Sales Tips: Overcoming Basic Instincts

Customer Centric Selling

For example if approaching a car head on, veering to the right (an American instinct) can make you wish you’d opted for the insurance. It may be time for vendors to give more thought to what they have done for decades in providing sellers so much product training.

Preparation and Sales 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).