Some salespeople believe it’s how you close a sales call is how you win deals. The harder you close at the end, the more deals you win, right? What if I told you it’s actually how you open the sales call that will help you win more deals?
The fact of the matter is, even if you understood the modern sales process, sometimes the sales call just simply gets away from you. Have you ever had a sales call where the prospect takes over and asks you all the questions, or tell you to just give him/her the price? Have you ever had a sales call where you feel like the prospects is uneasy and just doesn’t seem engaged with you?
This happens to even the best salespeople. However, a lot these issues can be reduced by starting with this simple tactic at the beginning of the sales call that many salespeople simply forget to do.
Selling insurance is no easy feat. Not only is there a tremendous amount of competition, insurance is also mostly viewed as a commodity where price is the determining factor for purchasing decisions. However, as I was told early in my career, if selling was easy, everyone will be doing it. This is why top producers are rewarded handsomely for their results.
Below are 14 tips to help you make more sales and reach the level of revenue and income you desire.
(Side note, bonus points if you can name the movie the quote came from)
It seems that every new sales training program is touting them as the best thing since… well, the last best sales training program. They all claim their system is proven, modern, and different from other systems that have come before them.
So has selling really changed that much between the 1990s and 2000s, and 2010s?