Blogs for the 'Insurance Sales Training' Category

The Difference Between Selling Happiness and Selling Materialism

August 5th, 2011


A friend of mine has a very rich aunt “Gail” (her name was changed for this article). She lives in a beautiful house in the wealthy suburbs of Chicago – the kind of houses where 20 people can sleep comfortably.

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What Google – and Other Search Engines – Can Teach You About Financial and College Planning

June 16th, 2011


At their core, Google and Yahoo are essentially in the same business.

They are both vying for search engine supremacy. That is their No. 1 business goal.

And Google is absolutely trouncing Yahoo. It’s not even close.

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3-Step System For Driving Your Financial Planning Profits In The Next 12 Months

June 14th, 2011


Are you ready to skyrocket your financial planning / college planning sales in the coming year?

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When Does Offering Prospects More Make Them Want Less?

August 23rd, 2010


Behavioral scientist Sheena Iyengar and several of her colleagues have made the case that less is more.

They analyzed company sponsored retirement programs for nearly eight hundred thousand workers, looking at how the participation rates varied versus how many fund choices the organization offered.

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The Best Advice On Making More Sales You’ll Read All Week

August 16th, 2010


The following advice could be the number one difference that separates average sales people from Top Producers.  That’s how strongly I feel about this advice. And this isn’t just some hunch that I am going off of.

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3 Little Known Ways To Close More Sales

July 12th, 2010


Product Schmoduck! That’s what a BIG producer told me recently. I wasn’t sure what he meant, so I asked.

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How To Instantly Improve Your Selling Ability

May 26th, 2010


Top Producers are great listeners. They pay attention and ask questions until they gain a deep and textured understanding of whatever situations they find themselves in.

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Prospecting Weapon #3: “Takeaway Selling”

March 22nd, 2010


Takeaway selling works when you limit the supply of a product or service in some way.  Because basic economics dictates that the demand will rise with  limited supply or timeframe to buy. 

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Sales Advice From A Master Thief

March 1st, 2010


There is usually a silver lining in any horrible event.  In the Bernie Madoff scandal there is actually a very good marketing and sales lesson built right in.  A lesson that is built around the question…

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Are You Making This 1st Appointment Mistake?

February 8th, 2010


How do you position your body during a 1st appointment?

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