Sales

I am frequently asked what I think the single most important factor is in determining the success or failure of a salesperson. My response is often met with surprise because most people expect me to say something about the necessity of hard work and product knowledge, or the importance of a positive attitude. While these factors are certainly key components …

Over the years, 20+ now, I’ve studied a lot, taught a lot, and written a lot about building high-trust client relationships. Lately I’ve found myself saying to our core group of committed advisors who implement the Values-Based Financial Planning turn-key business model that “trust is not the objective, trust is a by-product of the other things that you do, like …

The financial consequences of a disability can be greater than those of a premature death. The disabled person is still a consumer, and, in many cases, medical and living expenses increase. If care is required, then an even greater financial and emotional burden is placed on the family of the disabled person. Long term care insurance is simply disability insurance …

I can think of no other profession that’s as closely associated with the term rejection as a career in sales. You might say that rejection is as natural to a salesperson as trail dust is to a chuck wagon cook: it comes with the territory. In fact, frequently the first two orders many new sales reps receive are “get out …

One of the most lucrative markets for insurance sales is family-owned businesses.  And, as the estate planning market wanes or possibly even disappears, the business succession planning market is likely to become even more important as well as more competitive. One of the biggest challenges facing practitioners is how to differentiate themselves from the competition in their chosen market.  If …

Keeping your head above water. Drowning in paperwork. Trying to stay afloat. Up a creek without a paddle. Smooth sailing. Have you ever noticed how many water-related expressions there are for describing the way you do business? That’s because it’s such a great metaphor, and one you can easily relate to. In my recent coaching program, a roomful of attendees …

Which do you think would be harder to train, a cat or a salesperson? Seriously, which one would you pick? While it’s true that cats have a well-deserved reputation for being independent, demanding and virtually impossible to train, the same can be said for many salespeople. Surprisingly, the same training and reward techniques required to get Fluffy to jump through …

Unfortunately, the first two orders many new salespeople receive are “Get out and stay out!” It is only natural for your prospect to procrastinate when asked to make a decision involving money. As a general rule, people are hesitant to commit to purchasing a product or service until they have convinced themselves that they need it and are assured they …

We all want more success and the fear of failure can often be the driving force of our actions.  We work long hours and sacrifice personal time, and even sleep.  We put our heart and soul into what we’re trying to achieve, only to find that we’re spinning our wheels.  We think we’re getting things done because at the end …

Inherently speaking, there is nothing that you are not capable of accomplishing.  The truth is, there is no such thing as can’t – you only think you can’t.  Success is not a special privilege handed out to a select few; success comes to applying success-oriented beliefs.  Transform limiting beliefs into success beliefs and you can achieve anything. During one of …