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How Does it Feel? (Getting to the Heart of Sales Success)
“… [P]eople will forget what you said, people will forget what you did, but people will never forget how you made them feel.”Maya AngelouEmotions are the fundamental drivers of the decisions we make....
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Are You Afraid Of The Weather?
They may fix the weather in the world Just like Mr. Gore said But tell me what’s to be done Lord ’bout the weather in my headDonald Fagen of Steely DanI don’t mean the rain and snow weather, I’m...
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Be the Host – Not the Guest
Today I want to talk about the impact our emotional currents have on the way we present ourselves to others.We’ve talked before about the potency of body language. Expansive gestures and postures make...
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Are Your Words Keeping Prospects At A Distance?
I’m not a big boxing fan. But I’ve seen some pretty one-sided fights where the loser is getting so badly beaten all he can do is keep his opponent at bay.He’s backpedaling, crouching, bobbing and...
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4 Cool Ways To Get People To Answer Your Questions
In most sales situations you’ve got to know a lot of details about a prospect’s operation before you can offer good solutions aligned with their needs, concerns, values, and buying attitudes.To learn...
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Is That Really A Brick Wall – Or A Door Of Opportunity?
Have you heard the one about two psychiatrists? They pass on the street, and one nods to the other and says, “Good evening, Doctor.” A block later the other one thinks to himself, “I wonder what he...
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A Quick Primer of Questions
Questions are amazing communication tools. They uncover information, engage others, and demonstrate our own interest and caring.We can use them to uncover facts and figures or to learn about people’s...
View ArticleThe Secret Value of Confirming Sales Appointments
Remind them of the advantages they’ll get when they buy… …And the hassles and difficulties that will go away. Have you ever started to email someone, found your attention hijacked by new messages...
View ArticleDon’t Overlook What Business Insurance Buyers Want
“The insurance market’s perpetually soft, and all that matters to people is saving money.” If you’re under the impression that price is the only thing most commercial insurance buyers care about, you...
View ArticleThree Reasons We’re Not Communicating
Today’s article was inspired by Seth Godin, serial entrepreneur, best-selling author, and global marketing guru. His blog posts are sinewy and rich with insight. If you know him you probably agree. If...
View ArticleThe “Foot-In-The-Door” Technique
This sales tactic is based on the persuasion principle of commitment and consistency: that someone is more likely to comply with a larger request once they’ve committed to a smaller one. The essential...
View ArticleRevealed: The Secret of The Vulcan Mind Meld
As we’ve recently discussed , it’s extremely difficult to change minds by presenting facts and figures alone. As writer Daniel Pink has observed in his book, A Whole New Mind, when facts and data are...
View ArticleAre You Failing By Not Taking Risks?
Insurance, as we all know, is about managing risks and avoiding disruption and damage. But what if the weight we place on security stifles growth and innovation? Venturing into uncertain situations is...
View ArticleSituational Fluency
Here’s a riddle: What does a business insurance producer have in common with a London cabby, a pro basketball player, and a hotel concierge? Like the cab driver, you’ve got to have a real-time...
View ArticleThe Invisible, Tenacious Enemy in Almost Every Sale
Prevailing against an incumbent, and sometimes other agents, can be tough. But there’s an invisible third opponent lurking in the shadows that can be the most challenging of all. When we’re selling...
View ArticleHow to get your clients to generate your new business leads
Sounds like a great idea, right? It’s also imminently doable and we’re going to show you the how, what, and where of it in a minute, but first let me ask you a question. Think about the last sale you …...
View ArticleHidden Sales Objections? The Mantra is Reveal & Resolve
Breaking through the status quo of complacency can be a major sales challenge. No matter how compelling your case for improving their situation, people are going to feel anxious about making changes,...
View ArticleWhy Is That?
As sales professionals, we want to answer questions with assurance and convey our knowledge and expertise, but there’s a problem. When we offer familiar answers based on preconceived ideas, we miss the...
View ArticleHow To Win The Value Vs. Price Scrimmage
Sometimes it seems that every year is another bidding war, agents shopping the markets to keep their accounts in the corral. But what if you could change that pattern — at least some of the time?...
View ArticleSituational Awareness (Without It You’re Just Not There)
A while back, Inc. Magazine contributor Jeffery James wrote about some interesting parallels between fighter pilots’ training and successful sales operations. We thought those comparisons were great,...
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