Sales & Marketing

Here are a couple simple tips to become more productive and successful at the most important thing a salesperson is required to do: Selling! If you’re not investing your time in selling as much as you possibly can each day, then you may not be making the most of your opportunities. Sounds obvious, doesn’t it? Well, sometimes we can get …

Have you ever had a sale that didn’t close, and you weren’t sure why? Chances are you lost the sale because you didn’t establish sufficient trust and rapport with your prospect. Once you have developed that trust and rapport, you’ve actually got the most difficult part behind you, and you’re probably going to make a sale! You see, it really …

The difference between entrepreneurs who fail and entrepreneurs who wildly succeed can be summed up by their appetite for one, five-syllable adjective: UNCOMFORTABLE.  Let me tell you a story to illustrate this point. When I was 24 years old, I agreed to accompany a broker on a sales call with an important prospect. We introduced ourselves and gave him our …

The Financial Express, June 30, 2014 With the election handing a decisive mandate to the new government, now is the time for concrete steps to revive the economy. Budget 2014 is a critical platform wherein the government should announce macro and industry specific measures to enable the economy to return to the growth path. The general insurance industry is among …

Some advisors hold onto clients that they consciously know are bad for them instead of taking one bold step that could improve the quality of their business. The challenge of letting go is tough for some people especially if they see their business situation as less-than-ideal but are more afraid of the unknown. It’s been said that the unknown is …

Essentially, a sales manager’s primary responsibility is to recruit, train, and motivate his or her sales force to achieve peak performance. Of these three vital management tasks, recruiting is the least understood and the most challenging by far. If you’re successful during the recruiting interview process and hire a superstar sales rep, you’ll find that he or she is self-motivated, …

It was an early morning meeting chaired by the Senior Vice President. There wasn’t any reason to anticipate fireworks on that particular day so the atmosphere was rather relaxed. A sales manager was the last to arrive, and as he sat down, he whispered to the person next to him, “All I want to do is sell.” The meaning was …

After years of market research and surveying our public, Agent Link has uncovered what we believe to be the secret to marketing success—our tried-and-true strategy that we’re about to share with you right here and now. It turns out that the key to refining your marketing message and maximizing your marketing coverage is the implementation of multimedia. We’ve found that …

Being a sales trainer in the health insurance field, I’ve seen many agents who jump into the business when they’re not fully prepared to succeed. I’m going beyond obvious sales skills, such as qualifying, assessing needs, handling what most people call objections, closing and follow up. I’m also going beyond product knowledge. For the sake of time, I want to …

How can you stay self-motivated and productive in the midst of turbulent times and a sluggish economy? How do you persevere as a salesperson when times are tough, and customers seem to be holding on to every penny in fear of economic uncertainty? Every challenge, setback and personal difficulty you encounter in life also brings with it the seed of …