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Sales, the final frontier.
Sorry, the phrase, "the final frontier", are the words from the hit, sci-fi show "Star Trek".
Well, you now have a business or maybe you have been practicing your trade for a few years.
The trend over the last 5-10 years has been to move away from connecting with people in face-to-face or telephone conversation in favor of "engaging" them over the Internet.
If you really want to be successful in selling, you can continue using digital platforms but you must realize that sales is a people business. It always has been, and it always will be.
Don't be afraid. You can do it. It's fun.
Try it today.
This 3-hour SWAS session is the pièces de résistance or the grand prize of our sales system.
Seventy-five percent of life insurance agents, as noted in LifeHealthPro, "The Sales Rep's Lament" http://www.lifehealthpro.com/2015/04/19/the-sales-reps-lament, are not successful. It's not agents' fault. Most agents never receive formal sales training.
Formal sales training is not cheap. It cost my company when I worked in corporate America $10,000 in 1994 for an 8-day class. Most independent marketing organizations (IMO) and name-brand, franchise carriers are not going to pay this kind of money for every agent to learn how to sell.
SWAS is probably the best, affordable solution for agents to get a fast and powerful dose of sales training.
The overall result achieved by agents learning the SWAS sale process is the ability to work with insurance applicants using the same approach. The agent will not have to differentiate the sales approach according to various applicant profiles. Confidence is developed much faster and is stronger using SWAS.
Specific topics covered in Part 2 are:
Rapport Building (different than traditional methods)
Developing Need (different than traditional methods)
The Insurance Application Process
Why Use This Carrier
The Financial Needs Analysis
Getting Referrals with Ease
Thanks for listening to the show.
Join us for an interview with Craig Lindell who is ranked in the top 1% of all recruiters nationally. Craig will share how he overcame Sales Call Reluctance. Craig works in two extraordinarily challenging industries. He'll share about his mentors and how he overcame adversity.
The Pinnacle Society is the nation's premier consortium of top recruiters within the permanent placement and search industry. For nearly 20 years, the Pinnacle Society has provided the nation's top recruiters a forum in which to exchange the business principles and placement techniques that led them to achieve, and allows them to maintain their success.
Sales training. Sales training is not product training. Sales training is learning how to relate to prospects in a way favorable such that, both, the agent and the prospect have meaningful, two-way dialogue during the sales interview.
Personal development. This area involves keeping a positive attitude when you do not feel like working. Personal development reduces anxiety and frustration so you will not beat yourself up.
Core beliefs. This is the set of values that defines you. No one can take these from you. Your core beliefs can accelerate your sales performance. Or, your core beliefs can dampen your sales performance.
If your core beliefs are not aligned with good sales performance and revenue expectations, you can develop new components to establish a new belief system... but it is not easy. You have had your current core beliefs for the last 25, 35, 45, or 55 years.
But here's one thing I learned and use to help salespersons. Getting all three-sales training, personal development and core beliefs-to fire in harmony starts with sales training.
If you do not know how to sell, while trying to improve personal development skills and working from your current belief system, functioning as a salesperson becomes extremely frustrating.
Why? Because personal development training is not sales training, and this results in salespersons working too hard trying to wing it with prospects. Salespersons will often spend years and thousands of dollars on personal development training and never learn how to sell.
Sales training helps clear the fog about what you are selling. Here's how:
Learning how to sell and generate more income, the mind becomes more receptive to personal development training.
Next, personal development training exposes negative core beliefs that need to change.
In this episode, Nancy and Allison talk about what options are out there for helping sales managers improve the way they coach their employees. Just moving the needle even just 10% on average performers can make a huge difference to the bottom line.
Join Special Guest Jan Maresh for an inspirational conversation on increasing your sales through group presentations. Learn the keys to putting together a group presentation that converts.
Bar none, the fastest way to grow your business is by selling to groups of your ideal prospects. During this dynamic interview, Jan Saunders Maresh will introduce you to her proven system that has produced $1,000,000 in personal sales:
Exactly how to find and gather groups of your ideal clients easily and cheaply
The six components for creating a talk that consistently converts leads into buyers
How to craft your offer so a percentage of every group ALWAYS does business with you
Jan Saunders Maresh, CSP, CET, CCC is a top-selling For Dummies author (Home Staging for Dummies and Sewing for Dummies), sales professional, HSN pitchman, Group Talk expert, and Certified Trainer for the CSP International Business Training Academy.
Based on Jan’s commitment to help business owners’ uplevel their businesses, early in 2014, she launched Talk For Profit – The #1 Resource for Creating Group Talks That Sell. Jan regularly teaches online classes and speaks at national and local industry events. For more on Jan and Talk For Profit, visit www.TalkForProfit.com.
When a customer asks you what makes you different than your competition and you say "we're better." Eek! Unfortunately, that is the answer the pops out of most salespeople's mouth. According to "who" are you better?
Join us for a lively interview with Mark Boundy, sales consultant extraordinare. Mark is the President of Boundy Consulting, a Miller Heiman Sales Consultancy.
Mark is going to share about how to truly differentiate yourself in the marketplace.
Drawing from over 25 years of business and sales leadership experience, Mark Boundy founded Boundy Consulting to help clients grow business – Profitably. He has helped companies in a variety of industries become more customer-centric.
He has helped customers in a wide variety of industries including banking, construction, electronics, telecommunications, technical services, medical equipment, education, financial services, manufacturing, and industrial equipment. Mark holds a degree in Business Administration (with high distinction) from the University of Michigan’s Ross Business School. He lives in Phoenix, Arizona, father of two grown sons. He is an avid mountain biker while not engaged in real estate rehabs and repairs.
Have you had your DNA tested and don't know what to do or say to your newly discovered relatives?
Corresponding and conversing with unknown relatives found via DNA testing can present family members and genealogists with as many challenges as opportunities. Learn how to initiate a fruitful dialogue, double response rates, and clear a path to genealogical discovery with these tried-and-true communication techniques.
Join Shannon Christmas to discuss what you may need to say and do to take your DNA results to the next level. Communications is key to getting the answers to many of your DNA questions.
Lively discussion with Lisa Magnuson: Pre-Call Planning your Single Source for Prospecting Success
When was the last time your team closed a seven-figure deal? Despite the best sales talent, many high potential, big contracts either get whittled down, end up stalled, or are lost completely. Large, strategic accounts are complex and require a very different approach to identify, develop and win. Can you afford to chase smaller opportunities at the expense of bigger deals that can exponentially change your company’s growth curve?
Top Line Sales has a proven track record of guiding account teams to land larger deals. We’re proud to have enabled our clients to land over $100 million in new contracts. We are not simply advice-givers - we work side-by side with your account executives, running deal war rooms, applying just-in-time expertise, tools and live deal coaching where it counts: in the field.
Example: Top Line Sales helped one of their TOP Line Account War Room clients land a contract for a new customer worth 20m – their second largest deal in the country for that solution set
Lisa's books: Secrets to Increase Sales with Existing Customers,The Simple Executive Engagement Plan, The 48-Hour Rule and Other Strategies for Career Survival
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