Sales & Motivation

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

The biggest issue I see with salespeople, by far, is a lack of confidence. While most salespeople deal with this in quiet desperation, there are also the loud ego-maniacs who, while seeming to have too much confidence, in reality also don’t have enough and are simply overcompensating. This lack of confidence and belief leads to

The following three factors are critical to success in business and sales and if you have these in place, your success is virtually guaranteed.   The three key business and sales success factors   Factor #1: Mindset Mindset is the most important element because with it, the other two will naturally follow. The most important

  Another Belmont Stakes has come and gone and another Triple-Crown contender has come and gone with no Triple Crown. Every June, when the Belmont Stakes rolls around, I’m reminded of perhaps the most famous horse ever and winner of the Triple-Crown back in 1973, Secretariat. If you haven’t seen the 2010 movie Secretariat, you

  Before you can sell or influence anyone, you have to make a positive connection so they like and trust you. Here are some keys to connecting with anyone.   1) When in Rome… If you’ve ever visited a non-English speaking country, you undoubtedly tried to learn a few words or brought some sort of

Not to be cliché, but in reality most of life and business success is so simple that it borders on cliché. While the saying that “90% of success is just showing up” is true, there’s a lot behind that 90%. First, most people won’t do the hard work necessary to show up where and when