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.

Four Obligations Every Insurance Agent Has

The Science and Art of Selling

The members of any profession, since they constitute a specifically trained group of people, are looked upon to assume the responsibility of leadership in work allied to their own. The social significance of this function of the insurance agent should be praised.

Two Types of Objections When Selling Insurance

The Science and Art of Selling

He may, on the other hand, wish the insurance, but raise the objection because of a mortgage on his home which must be lifted, not realizing the important part insurance would play in covering the mortgage if anything happened to him.

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. The prospect may actually see no need for insurance or feel that he or she can’t afford it.

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.

3 Ways to Put Potential Clients at Ease

Tom Hopkins

I’ve seen some salespeople in financial services so intent on controlling the sales process that they act like demanding choreographers training young dancers for a Broadway show. To grow a successful business, it’s important to learn to put potential clients at ease.

Sales Training and Self Training for Success

Anthony Cole Training

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group.

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].

The Square Peg in the Round Hold Sales Training Dilemma

Increase Sales

Can we have a forthright conversation that the business world has changed and specifically the most pressing sales training dilemma? ” Sales Training Coaching Tip: People buy on emotions (feel) first then justified their buying decision with logic.

Sales CRM for Small Businesses with BIG Ambition


A simple three-step set-up wizard makes getting started a breeze, short self-service training videos have users up and running quickly and in app tips give answers to common questions as the user interacts with the solution.

Pharma – new challenge, new sales strategy, new sales training

Sales Training Connection

Pharma - new challenge, new sales strategy, new sales training. We’ve been in the consultative sales training business for more than 30 years. Over the last dozen or so years, we specialized in sales training for the health care market. Sales training.

Why Presentation Training Needs To Be More Than Simply Managing Nerves And A Clicker

Eyeful Presentations

Yet despite this, we still see training budgets being spent on old-fashioned, “What the book says”, type engagements such as how to manage nerves, where to stand, what to do with your hands and how to manage that oh so complex tool, the clicker.

The Foundation of a Financial Services Career

Tom Hopkins

Financial Services attitude motivation selling insurance selling skills Tom Hopkins tom hopkins sales training The foundation of your financial services career includes your attitude, enthusiasm and goals.

Are Salespeople Still Using the Hard Sell?

Understanding the Sales Force

Insurance? Most salespeople have been trained to handle these objections and put-offs and therein lies the problem. When you hear a phrase like the hard sell , do you instantly think of car salespeople? Replacement windows?

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.

The Importance Of “Cross Training” For Sales

Partners in Excellence

Their discipline, their focus, their training and constant practice (10,000 hours to mastery is a drop in the bucket for many), the coaching–and the respect they have for coaching. One of the things I’ve noticed–and it’s been a big change in the past 10-15 years, is the importance of cross training in reaching the highest levels of performance. I took my training seriously, which meant I ran–and ran–and ran.

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. I’ve been working on growing sales for over 30 years.

Sales Training Advice with Where to Find the Great Sales Jobs

Customer Centric Selling

Sales Training Article: Where Are the Great Sales Jobs? Insurance. Making money in this business largely depends upon your ability to generate new business by contacting potential customers, explaining various insurance policies, and helping clients choose plans that suit them.

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. Take a look at the sales training workshops available to you and improve sales performance.

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. On the surface, a training program looks very basic to these people, and they cop an attitude that the training is too basic.

Sales Training Insight into the Human Element in Sales: Who Buys?

Customer Centric Selling

Sales Training Article: Who Buys? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Worradmu at Years ago I worked on a transaction with an insurance company that was an IBM mainframe client.

Move the Deal Episode 12: Growth for Both: Balancing Direct and Channel Sales with Michael DeRosa

Miller Heiman Group

In the latest episode of Move the Deal , host Greg Moore talks with Michael DeRosa, director of professional development at Travelers Insurance. With a distinguished career in the world in learning and development, DeRosa has a passion for training sellers to be their best.

Selling value in the medical device market – good is not good enough

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Medical device sales. Medical device sales - underlying sales success in this market is the recognition that selling value is a strategic imperative.

Medical sales – impact of hospital mergers and acquisitions on sales strategy

Sales Training Connection

Improve negotiating positions with vendors and insurance companies. In one study, the average hospital in concentrated markets received $32,411 for each commercially insured patient undergoing coronary angioplasty, or one and a half times the $21,626 received in more competitive markets.

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. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Medical sales – there is no back to the future

Sales Training Connection

At a business level more and more doctors are becoming hospital employees, hospitals are merging with other hospitals and then merging again to form super regionals and not to be left out – insurance giants are looking to acquire other insurance giants. MedTech Sales.

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. And you are charged with training that prospect on how to sell to the absentee buyer. By Jeff Shore. ?. ?I

10 Questions to Find Out if the Weekly Sales Meeting is a Waste of Time

The Sales Hunter

The reason is simple: Sales managers see having a sales meeting on a topic as their insurance should something go wrong. Blog leadership Motivational Sales Speaker Sales Development Training Sales Training sales meetingsAre weekly sales meetings a waste of time?

Hospital sales – business-as-usual will be business lost to competitors

Sales Training Connection

Hospitals say they are promoting needed services, such as cancer screenings and cholesterol tests, but they often use the data to target patients with private health insurance, which typically pay higher rates than government coverage.”.

What should I tweet, what should I post, how should I link?

Jeffrey Gitomer

If you sell insurance, then you have to talk about protection, or peace of mind. Business Social Media My Books Social Media business social media jeffrey gitomer sales blog Jeffrey Gitomer sales tips Jeffrey Gitomer Sales Training Jeffrey Gitomer Sales Wisdom Jeffrey Gitomer Twitter

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.

10 Boston Companies with Amazing Perks and Benefits


Some companies will even offer health insurance for your pet and cover your gym membership, among other cool perks. Circle doesn’t shirk when it comes to health insurance. Life insurance is also available. They even offer health insurance for your pet!

Getting More out of Your National Sales Meetings and Sales Kickoffs


In Part 1 of this series on national sales meetings and sales kickoffs , I recommended that you “beef up” the sales training you provide at national sales meetings (NSMs) or sales kickoffs (SKOs) by creating mobile video content that reps can review before the official training starts.

2 Ways to Ensure Sales Success

Alice Heiman

Now, you need an insurance plan for you and your team. My team can do this because I will give them the training, coaching, and support needed. You’ve got your number and you’ve got a great strategy to hit your number. Now, how are you going to make it happen? Execution is everything.

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

The Sales Hunter

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. Every salesperson has had at one time or another a prospect who just won’t move forward and buy.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

Insurance. The company also made a number of HR enhancements related to employee experience, retention, training, and retention – all selling opportunities. Insurance. Insurance. Insurance. Insurance. Insurance. Insurance. Insurance.

Stupid, Damn Sales Scripts @#$%&?!!!

Increase Sales

I realized early on into the conversation with the salesperson she was “sales script” trained. However, I also noticed she lacked active listening skills because her sales training was driving her behaviors. So I asked “Why should I insure the phone?

Effective Onboarding: The Key to Engaging and Retaining Top Sales Talent

Smart Selling Tools

Product training? But we all know the reality – even with the most organized onboarding program, it’s going to take weeks of reinforcement, training, and coaching, and months before it can be determined whether a new sales rep is successful.

Successful sales people – personality attributes

Sales Training Connection

“ Recently we received a blog post that adds to that story – posted by the Business Insurance Quotes blog. Sales Best Practices Sales Training sales best practices Sales people attributesSuccessful sales people. Some time ago we published a blog, Who are the new sales reps?