Sales & Motivation

These days there seems to be more competition than ever, in addition, the competition seems to be more creative and relentless. Whether it’s the low-price ankle biters, or the large companies with huge marketing budgets, our competitors seem to be everywhere. That being said, we can still win and keep more than our share of […]

One of the most frustrating aspects of selling is having a great list of potential leads and then being unable to actually get through to and talk to those people. It may be a receptionist with bullet-proof teeth, the person you never seem to be able to get on the phone after the initial contact

Most problems and complaints both outside and inside your company arise from poor communication. Poor communication most often results from either miscommunication or a lack of communication. Below are thirteen steps to ensure you communicate effectively. 13 Steps to Effective Communication 1) Have a clear objective for your communication. The key in this first step

If you’ve been in sales for any length of time, you have more than likely experienced the ebb and flow of prospects in your pipeline from time to time. We all know there will be certain days, weeks, and months that are heavy with appointments, servicing of accounts, and other items that make it difficult

By the time you’re reading this we are about 40% of the way into 2015 and you have a pretty good idea as to what kind of year it’s shaping up to be. If you set some professional and personal goals for the year, how are those working out?   If you’re like most people

While the answer to this question might seem obvious, the top sales success traits aren’t always that simple. In over 27 years in the industry, I’ve seen lots of great salespeople and all of them always have the following eight traits.   The Top Eight Sales Success Traits   Success Trait #1: Laser focus on

Whether you are relatively new to insurance, or simply want to add more business to your book, the following five ideas will help you do it quickly and effectively. While some of these are more subtle than others, all are important factors when growing your business.   Five Finer Points of Increasing the Amount of

No matter what business you’re in, there will always be one or two salespeople or businesses that are completely knocking it out of the park and selling tons more and doing lots more business than everyone else. Even when market or economic conditions are bad, these companies and individuals are still killing it. They are

These days I hear many excuses for salespeople losing customers. The most prevalent excuse by far is price. “The other company had a better price. There was nothing I could do.” While price is always a factor, very rarely is it the main consideration when considering a switch, the best estimates put the percentage at

Getting the most out of your sales team will most likely take some work and effort. That said, here’s a fairly straight-forward, step-by-step process that will maximize team sales and performance.   Five Steps to Maximum Sales Team Performance   Step 1: Remove the roadblocks. Roadblocks include: paperwork, computer work, order entry, and all the