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Sales Techniques to Prevent the Canceled Sale Have you ever had a prospect tell you they want to buy, and then they changed their mind? Have you ever had a prospect buy almost immediately and then they backed out of the deal, wanted a refund, or wanted to cancel their premium? You were left wondering how that could happen when they seemed so excited and on board. Every beginner and many seasoned professionals experience this but they don't understand why it happens. There is a very logical reason this happens. Time Management Tips to Increase Value of Customers It's as easy as 1-2-3 to get more value from your time when you focus on the right things. Start that focus by identifying who your ideal customers are. Gain clarity about them by knowing what they're actively looking for. Then develop a message with the right offer to get their attention and interest. Potential customers with the greatest predicted value for you represent your target market. Get enough clarity about this specific group of potential customers so you know their names. Develop your own list of the top 10-100 prospects that you want to convert into customers. Sales Coaching to Make Your Sales Hot When your sales aren't hot you're frustrated and confused. Others make the sales and marketing systems you're using work for them, but they aren't working for you. And you don't understand how that can be possible. I know you have experience with eating. Consequently I think it will be easy for you to relate to the examples I'm going to use. In case you've never eaten chili, it's a hot spicy soup. Sales Coaching to Make Your Training Stick Perhaps you've read, studied, or even trained with the best salespeople yet those sales techniques just aren't working for you. Consequently you're frustrated and confused. It doesn't matter if you've studied Zig Ziglar, Tom Hopkins, Jeffrey Gitomer, Neil Rackham, or any other big name in sales training, there's no doubt that what they're saying works for other people; but it isn't working for you. You need sales now and you're in an emotional frenzy trying to figure out what to do next. It isn't your fault and it isn't their fault that it isn't working for you. Understand that there is a perfectly logical reason this is happening to you, and there is a way for you to succeed in sales in spite of your current frustrations. Insurance Sales: Closing Anxiety? Perfectly normal people break out in a sweat when it comes time to close the deal. They're afraid to close because they haven't properly handled the earlier steps in the sales process. When it comes time to close it should be nothing more than a natural conclusion to a selling conversation. There are four reasons you're suffering from closing anxiety. The prospect didn't agree to having a selling conversation with you in the first place. The buyer is confused because you presented too many choices. You didn't help the buyer through a thought process that made it easy for them to buy. Or you never got to the emotional reason the prospect should act and act now. Time Management Tips for Top Sales Professionals You lose financially if you aren't focused on doing the right things at the right time. Or you have to work yourself to death to hit your targets. A little planning before you take action you can help you to get the financial rewards you want without working so hard. You want the majority of your actions to take you closer to a closed transaction. Even though prospecting is how you fill your sales funnel, most sales people have a haphazard inefficient approach to prospecting. You can improve your prospecting efforts and get better results by developing a list of your most ideal future customers. Knowing who you're focused on makes it easier to develop effective ways to approach them. Sales Coaching: You Can't Sell to People who Don't Want to Buy You waste valuable time and energy trying to do just that. Instead you could be selling a whole lot more insurance with a lot lot less work if you just knew how. Rather than trying to convince a suspect, focus your efforts on people who've already decided they want what you have. When someone doesn't want what you have they aren't rejecting you personally they'd reject anyone because they aren't interested in what you're offering. It's foolish and self-defeating to try to sell to people who don't want to buy. You do it because you're focusing on trying to fill your appointment book when your should be focused on only meeting with people who want to talk to you about what you have. Sales Techniques for Cold Calling I wouldn't recommend cold calling, but there are times when you may to do it. When you're in that situation why not learn how to do it well? You can do to do it better and have greater success if you'll just do a few simple things. When you're fairly new in the industry your sales manager will force you to do it, and if you've been in the industry awhile but you don't know how to market yourself you may have to do it. 84% of all sales people have call reluctance so you are far from alone. When you do it you hate it because it takes a ton of time and you get poor results plus it damages your ego. Sales Coaching to Help You become Recession Proof You have three choices you can make if the forecasted recession becomes a reality. You can sit back and watch it, you can go into survival mode only thinking about how to lessen the impact, or you can develop a plan to grow your business because of the recession. The choice and the result you'll experience is all yours. A top producer will never allow external circumstances to determine their future and neither should you. Identify how you'll be impacted by a recession if you do nothing to protect yourself. Think about how a recession will impact your customers and potential customers if they do nothing to protect themselves, and what you can do to help them to avoid that. Speed of Implementation is Key to Success Successful people immediately take action to implement their plans and ideas. In contrast, unsuccessful people rarely ever implement anything they learn. They get caught in the learning and analysis trap and can't move forward and take action. Plus unsuccessful people don't take action because they have to ask everyone around them for their opinion. And usually the people around unsuccessful aren't successful people. So, why would you ask someone who can't succeed themselves if you should do something that would help you to succeed? Law of Success Requires Speedy Implementation You can pinpoint successful people because they are the people who immediately take action to implement their plans and ideas. Unsuccessful people rarely ever implement anything they learn. These people get caught in the learning and analysis cycle and just can't seem to move forward and take action. Quite often unsuccessful people can't take action because they have to ask everyone around them for their opinion and they get confused and frightened by everyone else's opinions. The really ridiculous thing is that usually the people around unsuccessful people aren't successful. Does it makes sense to ask someone who can't succeed themselves if you should do something that would help you to succeed? Time Management Tips to Stop Chasing Down Call Backs Use this time management tip to be more time effective in how you use your time and increase your sales if you are a sales professional/business owner. When you confuse activity with results you work very hard and don't obtain rewards equivalent to your efforts. If you want immediate sales you know your greatest potential is in your current customer base. Anyone who bought from you once is much more likely to buy from you again and again and again. Among your customer base you have customers who are responsive in that they buy from you occasionally and customers that are highly responsive in that they buy nearly everything you show them. Use these Sales Techniques to Make Getting Referrals Easy It's not your fault; but the way you've been trained to ask for referrals is pushy, obnoxious, and downright embarrassing. It does nothing to further your relationship and you hate it and your clients hate it. You've been trained to ask real clever questions like, who are the three couples you'd invite to a dinner party. Choke, puke, gag. If you're actually using these highly manipulative tactics stop it and stop it right now. There isn't any reason for you to stoop to these high pressure approaches to get the referrals you need. Insurance Sales: How to Get Referrals & Never be Pushy You've been trained to ask for referrals in a pushy, obnoxious, and downright embarrassing manner. When you use the tactics you've been trained to use it's very harmful to your relationship with your customer. Don't try asking ever so clever questions like, who do you golf with. Choke, puke, gag. These tactics are manipulative and you should stop using them right now. Don't stoop to using these high pressure approaches to get the referrals you need. Sales Coaching to Wn the Sale before the Sale You can't sell anyone anything until you sell them on having an appointment? One of the biggest challenges most agents have is filling their appointment book with real prospects. Just think how much easier and how much less stressful your life would be if you could hold appointments with people who are genuinely interested in doing business with you. Even though this may seem almost impossible to you now, you can. To make that possible you have to realize that selling starts long before the appointment. You have to set yourself up to attract the people you want to work with in a way that gets them to want to have an appointment with you. Translating Concepts into Actions for Insurance Sales Success As you begin to learn how to sell you learn at a conceptual level. At that point everything you read and hear sounds pretty good. You know these ideas have worked for other people so they should work for you. That's only partially true. It is a fact that those ideas have worked for other people. It's also a fact that you aren't those other people and what worked like magic for someone else may not work at all for you. Sales Skills to Stop Doing what Isn't Working Don't make the emotionally debilitating mistake of persistently doing the wrong things. You've been mislead into thinking that sales is a numbers game and that if you're just active enough you'll eventually get what you want and you won't have to work so hard. The only reason sales is a numbers game is most sales people get so focused on activity rather than productivity that they don't learn how to make sales a success system. You don't have to keep getting unnecessarily rejected and walking away without with nothing but a bruised ego. Sales as a scientific process revolving around you that you can develop so you can consistently obtain sales success. Law of Success Requires Plans Turning into Actions If you can't turn your plans into reality you're just a dreamer. Stop being a dreamer and start being an achiever. To do that you will need a plan, and you will need to turn that plan into actions. You have to develop the power to turn plans into actions. You have to develop the ability, strength, and capacity to achieve the success you want. You develop this ability through your own actions and the help you get from others. Keys to Making Success Easy You make success because you tell yourself it's hard. You make success hard because you avoid taking action. Between you thoughts and your lack of action you're ruining your chances for success. There is a clear and distinct difference between the way successful people think and act and the way unsuccessful people think and act. The good news is that you can adopt the thinking and the commitment to action that they have and you can succeed too. In spite of that you probably won't. Increase Your Insurance Sales through Questions If you feel awkward asking questions it may be because you aren't asking the right questions in the right order for the right reason. Effective questioning is definitely a skill and the best sales people are masters at. But most sales people ask questions that do little to help them with their sales success. It's a big mistake to ask questions that you could easily know the answer to if you'd just done your homework. Business owners and executives have zero patience for educating you. And when you ask questions that are generally known they view you as inept and you've lost the sale from the start. Time Management Tips: Do You Act before You Think? Does your day start with you running to your first appointment? When you get there how often do you find that you don't have what you need? Both are clear signs that it's time for you to slow down, and plan what you're going to do before you take action. You'll get more done faster with less stress if you set aside proper planning time. Even though sales people love action and they would rather be doing than thinking you need to discipline yourself to plan before you act. You think as long as you're doing something you're making progress. Goals are a Great Time Management Technique Goals can help you to make the most effective use of your time. Most people understand that goals are important but they aren't very good at setting and getting them. And that creates a lack of focus and that lack of focus causes you to make poor time related decisions. One reason people mess up with their goal setting is that they try to set way too many goals. You can't focus on or track too many goals so you're better off setting a few goals and really concentrating on getting those than trying to do everything at once. Plus when you only have a few goals it's much easier to plan the next actions you need to take to get them. Blaming & Complaining Violate the Laws of Success Unless you accept full responsibility for your current conditions you'll use excuses, blame others, and complain about your lack of success. These habits and behaviors move you away from success. And they take you away from success rapidly. You only have yourself to thank for your current current situation whether you like it or hate it. As you begin to realize that you created whatever your experiencing take responsibility for changing it. The future success you want can only happen through your plans and actions.

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