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The Best Time to Make a Sales Call in 2017

Posted by www.psmbrokerage.com Admin on Thu, Mar 16, 2017 @ 09:00 PM

The Best Time to Make a Sales Call in 2017

The Best Time to Make a Sales Call in 2017

Most salespeople are eager to know the best time to cold call their prospects. It’s an enticing idea: Rather than waiting for a compelling event, researching the buyer, and crafting a personalized message, the rep simply needs to know the best day for cold calling, as well as the best time of day.

Unfortunately for legacy salespeople, this approach doesn’t work anymore. An oft-cited study from the Keller Research Center at Baylor University shows only 1% of cold calls ultimately generate appointments.

The takeaway is, the “best time to make cold calls” doesn’t exist. But it’s a different story for warm calls. If you’ve done your homework and identified a potential good fit, knowing when to pick up the phone can mean the difference between getting the prospect's voicemail -- and getting a meeting.

Five suggestions for when to call buyers in 2017

1) The Best Day for Sales Calls

A study conducted by LeadResponseManagement.org revealed Wednesdays and Thursdays are the best days of the week to call prospects.

This finding isn’t completely surprising. After all, people are usually gearing up for the weekend on Friday and aren’t interested in starting a relationship with a salesperson.

On Monday, buyers are transitioning into work mode and planning their upcoming week.

By the middle of the week, people have had enough time to settle into their working week and take care of pressing matters, without your call feeling like an interruption.

insidesales1.png

2) The Best Morning Time for Sales Calls

Making an early morning sales call lets you connect with prospects before their to-do lists become overwhelmingly long. But timing is still important -- call too early, and no one will answer. Call too late, and your prospects will be busy.

The same LeadResponseManagement.org study found morning sales calls are most productive between the hours of 8 and 9 a.m..

3) The Worst Time of the Day for Sales Calls

What are most prospects doing between 11 a.m. and 2 p.m.? That’s right: Eating lunch.

For this reason, reps have the lowest contact rates during lunchtime. Use this time instead to research prospects and prepare for your afternoon calls. (And of course, having lunch yourself.)

4) The Best Afternoon Time for Sales Calls

Reps see the highest engagement rates of the day between 4 and 5 p.m. Most prospects are tying up their projects for the day. This is a great moment to pick up the phone and give your buyer a call. With important work out of the way, your prospective clients will more time to chat and listen to what you have to offer.

5) Call inbound leads within five minutes of receipt

Seeing leads come in is always exciting for sales reps, but the time it takes you to respond to these prospects is crucial. From the same study conducted by LeadResponseManagement.org, the timing of the response played a big part in the success of making contact and qualifying.

insidesales2.png

The graph above demonstrates how a response time of no more than five minutes after receipt results in a much higher number of qualified leads. After 10 minutes, the number of leads qualified significantly decreases, which shows a quick response will return the best results.

Ultimately, picking the right time to make your sales calls is essential to sales success. While these five rules of thumb are a good place to start, you may find that different strategies work better for your business. Test these approaches and adopt the ones that work for you. You might be surprised to find how many more prospects you can reach with a few simple tweaks.

Source: https://blog.hubspot.com/sales/best-time-to-make-a-sales-call#sm.0001p7m1y6w8fd97rw82gfhx09h25

Additional Updates:
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Tags: sales advice, Prospecting new clients, sales, prospecting

5 Proven Methods for Driving Sales Excellence in Your Organization

Posted by www.psmbrokerage.com Admin on Wed, Feb 22, 2017 @ 11:24 AM

5 Proven Methods for Driving Sales Excellence in Your Organization

Most companies spend between 5% to 15% of revenue on sales. Learn the core components of sales excellence to ensure optimal usage of that investment.

5 Keys to Achieve Excellence in Sales

1.) Identify the right opportunities

It all begins with understanding how to skate to where the puck is going, to use a hockey analogy. What we find with clients a lot of times is that they’re very focused on where the business is today — what segments and what customers are producing the revenue.

 The key is to go where the opportunity is going to be next year and the year after. Companies that are able to identify and map out opportunities — and then align their go-to-market accordingly —  are much more successful.

A great example of skating to where the puck is going is Google. It monitors about 140 million businesses on a real-time basis. It’s also done the analytics to figure out what variables are associated with a propensity to buy digital advertising.

Google then monitors those variables, and when it sees an increased probability of purchase by a customer or by a potential customer, it targets them specifically. This method has led to massive sales productivity for the company over the last few years.

2.) Match the right opportunities with the right people

In order to get the right people and the right partners in the right spot, there are three things you need to keep in mind. One is the go-to-market architecture (the mix of routes to market you use). The second is the sales planning process to then allocate people to those routes. The third is to do the skills assessment to make sure that those folks are equipped to win the deals when they have the opportunity.

A great example of getting the right skills in the right people at the right time is an insurance call center client we had. We identified a 3.4x difference between the lowest- and highest-performing sales reps. We then dug into what was driving that performance — things like call cancellation handling. We used that information to build sales capability and hiring plans. That resulted in a 30% increase in sales against baseline in the pilot locations where we applied it.

3.) Deliver the perfect customer pitch

Once you have identified opportunities and you have the right people and partners aligned to those opportunities, you want to make sure that those sales folks or partners deliver the right pitch. And you shouldn’t leave that to chance. You should apply science and process to it.

There’s a few ways that you can do this. The first is to segment the customer base so that you know the different needs of different segments. The second is to equip your sales force with the listening skills to be able to identify what we call the fingerprint of an opportunity, so they can match the customer to value proposition.

The third is to provide support to the sales force in the form of predictive analytics, next product to buy, or segment typing tools that help the sales force understand what to pitch, especially in companies that have complex portfolios.

Then you need to have marketing and sales be best friends. Marketing needs to be able to help sales in the form of either the right collateral at the proposal stage, or lead generation and demand generation. But matching that marketing investment to the right spots in the sales funnel is critical.

And then finally, rigorous account planning. So at the end of the day, nothing beats having a very deliberate plan of what we’re going to sell to whom, within an organization, and doing that pre-planning to be ready for action in the field.

As you think over how to create the right pitch, there’s a great example from a high-tech client of mine who was very much a product feature/function-selling sales force. The company has since evolved into more of a business outcome/solution-oriented sales force.

It went through a full revamp of its marketing umbrella in terms of what value propositions the company was going to lead with. The company then trained its sales force to have inquiry skills to be able to uncover customer needs, and supported the sales force with a number of tools to be able to enable the matching, such as big video libraries.

And then the company had very rigorous account planning. And all of this resulted in the company being repositioned in the eyes of customers and even the investor community.

4.) Do all of the above consistently

If you think about sales forces, they’re by definition dispersed across geographies, product lines, and routes to market. At the same time, if you’re going to drive sales excellence, especially in large, complex companies, you have to have a degree of centrally driven initiatives and change.

The way companies that are good at this go about it is to invest in sales operations to build a set of capabilities that allow them to drive the different elements of sales excellence consistently throughout dispersed geographies.

What we find often is that companies will actually underinvest in that infrastructure, because it’s seen as non-quota carrying, and therefore every time there’s a downturn, those are the folks who get cut.

Yet our research actually shows that the best-performing companies invest heavily in sales operations. What we’ve also found is the best performers typically have about one sales ops person for every one person in the field. So, it’s a significant investment in that back-end infrastructure.

What all is included in sales operations? There’s all of the customer insight and opportunity mapping piece of it. There’s the sales strategy and planning component. There is sales capability building, compensation design and delivery, and then sales technology. Those are all key components.

5.) Build the right operating model

In order to drive sales excellence in a company — especially large, complex companies that are operating globally — you need to be able to get in front of the right opportunities at the right time, with the right people, deliver the right pitch, and be able to execute the sales operations so that you are consistent and effective.

But wrapped around all of the above is an operating model that allows you to be able to execute and make the decisions you need to make on an ongoing basis. And some of the decisions that you need to make under the commercial operating model are the degree of centralization versus decentralization.

We think the best model is one where you have a central organization that develops strategy and guidelines, orchestrates the planning process, and then leads the performance management; with regions then doing the deep operational planning, and countries executing.

The second big decision area is around roles and responsibilities across geographies, products, and segments. This is to make sure that once you’ve actually planned, you can make decisions in quarter.

The last big decision is around sales forecasting. There are a lot of companies that fall into situations where they have multiple groups forecasting, and it can get extremely burdensome and confusing. Having clarity around who is going to forecast is another seemingly simple but actually very important issue in terms of an operating model. 

Source: https://www.salesforce.com/quotable/articles/sales-excellence-methods/

Additional Updates:
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Tags: sales advice

Things That Level the Playing Field in a Competition

Posted by www.psmbrokerage.com Admin on Tue, Jan 17, 2017 @ 11:57 AM

Things That Level the Playing Field in a Competition

Your competitor might have a better product or a better price. You might believe that gives them a competitive advantage, but it doesn’t have to. You can tilt the playing field in your direction.

Work Ethic: You can outwork your competitor. Honestly, it isn’t really going to be all that difficult to do. Most people do what is required of them, not what they need to do to succeed. Your commitment to out-hustle your fiercest competitors alone is enough for you to win. Do the work they won’t do. Do that work when they are sleeping.

People Skills: A person with better people skills can develop the relationships that level the playing field—and level their competitors. The ability to connect, the fact that you are likeable, and the fact that you care can create a preference. All things being equal, being good with people is a serious advantage.

Business Acumen: A better student of business makes a better salesperson. By educating yourself on your business, your client’s business, and the economy more generally, you are likely to know how to create greater economic outcomes. Greater business knowledge and experience is a competitive advantage.

Trustworthiness: Following up on your commitments creates a sense of trust. So does knowing what you are talking about. Being client-focused and working as if you are already part of your client’s decision-making team creates a gap between you and any competitor that doesn’t generate the same level of trust.

Patient Persistence: The willingness to stay the course long after it seems a lost cause levels the playing field, especially when it comes to winning your dream clients. There is a strong advantage in outlasting your competitors. Patient persistence doesn’t mean you hang back. It means you keep taking action over time and, eventually, you win.

Better Sales Skills: Knowing how to sell will never hurt you. Sales acumen is still incredibly important in creating a competitive advantage. Winning by intention instead of through a series of happy accidents is what separates the professionals for the amateurs, and it can tip the balance in your favor in a contest.

Desire to Win: There is no accounting for the desire to win. It is the kind of intangible that appears to be some kind of voodoo. There is something about heart, guts, and the will to win that gives someone who is fighting above their weight class an advantage in a contest.

Source: https://thesalesblog.com/2017/01/16/things-that-level-the-playing-field-in-a-competition/

Additional Updates:
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  • Liberty Bankers Medicare Supplement - New States Released - View
  • Express: Mutual of Omaha weekly product updates - View
  • VALUES Quote of the week - View
  • Skyrocket your Med Supp sales by selling online - View
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Tags: Sales Tips, sales advice

29 Ideas to Cross-Sell More Insurance to Current Clients

Posted by www.psmbrokerage.com Admin on Thu, Dec 08, 2016 @ 02:31 PM

29 Ideas to Cross-Sell More Insurance to Current Clients

Now is a great time to think about some cross-selling ideas you can implement with your current clients and newly acquired ones.

Whether it be Hospital Indemnity, Final Expense, or maybe even Dental or Cancer Insurance, there is an array of opportunities to help better protect your clients while earning additional revenue.

Below are some great ideas to consider when cross-selling.

 

 

29 Ideas to Cross-Sell More Insurance to Current Clients

1) Know the Two Types

Did you know there are two distinct types of Cross Selling situations?

Prospects who already own the product - These people already bought the coverage from a competitor but you’re trying to get the business with your agency.

The key with them is repetition, collecting the x date, good follow-up and selling the benefits of your agency.

Prospects who DO NOT already own the product - These people don’t currently have the type of coverage you’re trying to sell them.

The key with them is product awareness, education, creating a need, identifying interest, and then selling.

These aren’t complete opposites, but they do require different approaches and sales tactics.

If you’re currently treating all cross-sale prospects the same, take a few moments to think about how each one requires a different approach and how you can address it best.

2) Develop an Established Cross-Selling System

It’s great if you read my articles and get a few ideas to implement here. That’s why I write the darn things.

The trouble is that most agents “think” they’re going to use a few new ideas, some of them really do, but very few make changes to the procedures and systems they use in their agency to make process improvements last.

The only way to create lasting success is to establish formal systems for processes in your agency like cross selling.

And this article is the perfect resource to help you put something like that together. Use it and do it!

You don’t have to write a manual, just make a list of what you want to do in each of the most common situations and share it with your staff.

3) Identify the Target Product(s) For Each Customer

Assuming your agency doesn’t specialize in specific lines of insurance, there are probably at least 4 different products that each of your customers could also buy from you.

And there are probably a bunch more that aren’t even relevant to each client.

Find a way to prioritize the best products to cross-sell each client and get this information front and center for your sales and customer service folks.

4) Establish a Tracking System

If your plan is to remember which products are the best cross-sale opportunities for each client, or to just always cross-sell the same one or two lines to everyone you’re not cross-selling efficiently.

Ideally, you’d be able to pull up any of your client’s accounts and see, at a glance, what products are the best cross sale opportunities for them. Having information like this top of mind when you’re looking at a client’s account will make a huge impact in how often your salespeople bring up the cross sale conversation.

In addition, it’s also great if you could pull up a list of all the clients who are prospects for each type of insurance. This is helpful for email, direct mail, or other campaigns that are oriented around awareness of your different product lines.

While we’re at it, you’re also going to need a way to keep track of X-dates for each month.

5) Handle Immediate Needs First

Be careful not to push cross-sales too hard during an initial sale.

It’s fine to plant seeds, but your prospects aren’t remotely interested in buying a second product from you until they know you can take care of the first one.

I’ve witnessed a lot of agents pushing too hard for additional lines when it’s clearly obvious the prospect only has one thing on their mind.

Respect your prospect, listen to your prospect, and put their immediate needs first.

Read All 29 Tips

Source: http://www.insurancesplash.com/blog/cross-selling-tips/

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Tags: closing sales, Sales Tips, sales advice, cross marketing, cross selling

Are You Using These 25 Sales Techniques to Increase Sales?

Posted by www.psmbrokerage.com Admin on Wed, Nov 30, 2016 @ 11:26 AM

Are You Using These 25 Sales Techniques to Increase Sales?

Everyone wants to start a business and increase sales as their business grows. "The key is not to call the decision maker. The key is to have the decision maker call you." - Jeffrey Gitomer

In this article, I will list out 25 of the most effective sales techniques anyone can implement in their business to increase sales and make more profits. Increasing sales volume is not just enough. You need to increase profits as well.

Strategy 1: Use Content Marketing

A few years back, when you had a product or service to sell what did you do to get the word out? You tried press releases, television ads, paper ads, cold calls, banner ads, display hoardings and any other means you could afford. Business went to those who had the largest marketing budgets.

Fast forward to present day, people are no longer paying attention to the thousands of marketing messages that they come across each and every single day. With internet usage on the rise and people becoming more aware, all of these traditional marketing approaches are weakening day-by-day.

Individuals who embrace relationship marketing has already understood the power of content marketing. As compared to traditional methods of marketing, content marketing means getting found by prospective customers rather than trying to push your product or service to the uninterested masses.

With content marketing, there is a host of benefits:

  • Pre-qualified leads
  • Lower marketing costs
  • Higher conversion rates
  • Higher customer satisfaction
  • Lower customer acquisition rates

You should embrace content marketing, not just for the benefits. Although it takes time, it’s what works very well now, and probably the only marketing technique that will work in the future.

Strategy 2: Use Upsells Effectively

If you are not using upsells, you are leaving money on the table. How many times have you ordered fries just because the sales guy asked you “would you like fries to go along with it?” or perhaps you were given a discount on something when you already made a purchase?

Upsells are very useful to increase sales. Once they buy from you and are in a buying mood, it’s easier to close an additional and related sale.

Strategy 3: Create a Product / Solution Which Has Demand

"Supply always comes on the heels of demand." – Robert Collier

This is a no brainer. Understand what your customers want. Is there some product already in the market that delivers the solution to your prospective client? If not, provide it.

If there is already a product or a solution, try to think of a better way to satisfy the needs of the customer. This can be in the form of a better quality product. You can even bring about a twist in the actual offering to make your product more attractive.

Read all 25 Techinques to Increase Sales

Source: http://conversionchamp.com/sales-techniques-increase-sales/

Additional Updates:
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  • 4 unique ways to build customer loyalty - View
  • Express: Mutual of Omaha weekly product updates - View
  • VALUES Quote of the week - View
  • Skyrocket your Med Supp sales by selling online - View
  • Free Med Supp online quoting tool for PSM agents - View

Tags: closing sales, Sales Tips, sales advice, prospecting, internet sales

How one agent overcame a fear of cold calling

Posted by www.psmbrokerage.com Admin on Thu, May 14, 2015 @ 10:33 AM

blog pic William J. Howery is a former Air Force Intelligence Officer. He retired in 2012 as a Lieutenant Colonel and began his career as an insurance agent with Physicians Mutual that same year. He has a bachelor’s degree in communication from the University of Nebraska at Omaha and a Master of Business Administration from Norwich University. He is currently enrolled in the Certified Financial Planner ® course at Syracuse University. Will speaks near-fluent German, is married to a native German and has a 2½-year-old daughter at home.

LHP: As a relatively new agent, what are some of the biggest challenges and struggles you face?
WJH: When I first started, I had no real experience in insurance, sales or cold calling, and call reluctance sidelined me more often than I care to mention. I just didn’t know how to handle the objections, and I was taking the rejection personally. I’ve since learned how to overcome call reluctance. The objections no longer bother me the way they did. I’m still working to be better at keeping my pipeline full. I know that I need to have a good mix of prospecting approaches. I just need to get a strategy and be more intentional in my prospecting.

LHP: Why do you think the “survival rate” is so low for new agents, especially in the first few years? What tips, advice or encouragement would you offer to other new agents who might be struggling?

WJH: I think work ethic and cash flow are perhaps the two biggest obstacles for new agents — the former having a dramatic impact on the latter. Being an insurance agent offers a great deal of freedom, and the income potential is simply amazing. What many new agents don’t understand is that with the newfound freedom comes a great deal of responsibility. When new agents aren’t making enough sales, it’s very hard to generate the income needed to stay afloat. Then they start thinking: “This insurance business is much too unpredictable. I can work at XYZ and earn more money each week.” I have had those same thoughts. However, what I’ve learned in the last two years is that discipline and consistency pay dividends. For those who treat their insurance business with the same commitment that they give their jobs, the sales will come. LHP: Talk a bit about the current state of the Med Supp market. How is it changing, and what are your predictions for the next few years? WJH: I see the Med Supp market as a great opportunity! I’m always amazed when I visit with a prospect just one or two months from their birthday and find out that they have never been contacted by another agent. That, to me, illustrates the vastness of the market. I don’t know if there are enough agents out there to meet the demand.

LHP: How do you adjust your sales approach for each prospect based on age, income, gender, etc.?
WJH: I have found that asking questions helps me to zero in on their needs as well as identify important clues on how to handle them. Some people just want the facts; others want to be more relational, and some just want to get it all over with. I’m sensitive to the cues that I’m given and adjust accordingly, while making sure they have the information they need to make informed decisions. I make it a point to make sure they feel like they’re in the driver’s seat and not just having a product pushed on them.

LHP: How do you expect the demographics within your client and prospecting base to shift in the coming years, and how will you adjust as more boomers retire?
WJH: More and more seniors are choosing to continue working beyond 65, so those who have decent group coverage are choosing to postpone their Medicare Part B enrollment and Medigap coverage. Many of the baby boomers are still energetic and active contributors in the workplace, and they’re not ready to hang up their hats. That shift will naturally require me to adjust my prospecting to include more people who are beyond 65 years old and perhaps eventually make them my primary focus.


http://www.lifehealthpro.com/2015/02/24/how-one-agent-overcame-a-fear-of-cold-calling...

Source: lifehealthpro.com

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Tags: Sales Tips, Success Tips, Cold Calling, tips on selling insurance to seniors, sales advice

If you want to improve, you must change

Posted by www.psmbrokerage.com Admin on Thu, Apr 23, 2015 @ 10:37 AM

blog pic Why do so many salespeople refuse to learn new prospecting strategies and change sales tactics that don’t work? Change is the only way to grow and excel, so why not follow the path to the highest commissions, fastest closes, best meetings and most powerful relationships?

Much of this reticence comes from the fact that change feels uncomfortable. Change is hard. Change makes us vulnerable. We no longer have a clearly defined path. We’re not certain where our next steps will take us or exactly what to do when we get there.

Just as important, many sales leaders don’t know how to evaluate change, so they measure their reps on legacy activities — even when they know that change is essential to deliver significantly improved results.

Change starts at the top
In his amazing article “Do You Lead from the Top or Within?” businessman Ali Soheil offers an insightful perspective on what it takes for leaders in various industries to keep up with the pace of change in today’s quickly evolving business world. Put simply: To lead the effort for change in our organizations, we must first change how we lead.

“Only a small group of leaders truly understand and more importantly embrace good change management competencies. What most people talk about and label as change are in fact the antecedents not the change itself.”

Let me use a real-life example. A good friend of mine decided on a goal of losing some weight and getting healthy. He renovated his basement and bought some expensive exercise equipment and a fantastic sound system to stay motivated. Six months later, I asked how his training was coming along. He confessed he hadn’t done any.

This is a classic case of confusing the antecedent (obtaining the equipment) with the change itself. Change will not happen until behaviors change. Every antecedent is followed by encouraging or discouraging behaviors. In my friend’s case, the discouraging behaviors stemmed from a tired body at the end of the day, a couch, a bag of chips and his favorite TV show­ — things he had no plan to overcome.

As leaders, we make the same mistake every day. We get comfortable and declare a “win” too soon when all we’ve really done is introduce the antecedents. When you make changes which impact your customers or employees, you must take adequate time to understand the implications and plan for them. Otherwise you’ll have wasted your time and resources.


http://www.lifehealthpro.com/2015/04/04/if-you-want-to-improve-you-must-change

 

Source: lifehealthpro.com

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Tags: success secrets, Sales Tips, Success Tips, sales advice

How to become a person of influence

Posted by www.psmbrokerage.com Admin on Wed, Mar 18, 2015 @ 12:05 PM

blog pic Influence. If you want to become your dream clients’ trusted advisor, you need to be able to influence them. You need people to believe you’re someone worth following, someone worth trusting, someone worth doing business with.

Think about the people who have been influential in your life. These people were honest and acted with integrity. They walked their talk. They had character. And they truly cared about you as a person. This is why you count them among the few individuals who had such a powerful influence over you.

Persuasion. Persuasion is something a little less than influence. It means you have to argue your case. You need to advise or urge someone to take action. To be sure, someone with influence may have to use persuasion at times.

Think about the last time someone persuaded you to do something. It’s likely he was someone with influence—but maybe not someone with so much influence that you’d unquestioningly follow his lead.

Coercion. Coercion is the use of force or intimidation to get someone to comply with your wishes. It includes the idea of manipulating someone. It indicates an imbalance in power. All force isn’t necessarily physical. With coercion, the force is psychological.

If you’ve ever been coerced into doing something, I bet you didn’t like it. People are never happy to be coerced.

When you look at the old-school tactics that salespeople use, they’re closer to coercion than influence. They’re no longer effective or useful to professional salespeople. Tactical things such as “tie downs” may still work, but destroying a relationship to win a transaction isn’t a good strategy for anyone playing the long game. Making people feel bad about their decisions and about you is never a good idea.

Be a person of influence. You want to be a person of influence. You want to be a person of character. The more influence you have, the less persuading you need to do.

If you’re in sales, you’re going to have to persuade your dream clients to take action. You are going to have to persuade them to see things through a new perceptual lens, to change their beliefs about what is possible. You won’t always have enough influence to help people without having to persuade them.

But if you are going to be a trusted advisor, you can never use coercion. You can never be manipulative. The application of psychological force is the strategy chosen by someone who doesn’t want to take the time to become a person of influence.


http://www.lifehealthpro.com/2015/03/17/how-to-become-a-person-of-influence

 

Source: lifehealthpro.com

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Tags: Sales Tips, sales advice, influence,

8 ways to successfully sell to seniors

Posted by www.psmbrokerage.com Admin on Thu, Mar 12, 2015 @ 03:12 PM

blog pic Seniors are by far the fastest growing market segment in the United States. It’s also one of the most lucrative. According to the latest U.S. census, this demographic comprises 37 percent of the total U.S. population and will grow to 45 percent this year. Seniors also possess approximately $1.6 trillion of all the disposable income in the country and have a combined household net worth of around $19 trillion. They also spend a cool $7 billion online each year.

So it should be no secret then that insurance agents will find the senior population an attractive market to serve. The key to doing so successfully, though, is in the art of the sell. It’s going to take a bit of adjustment on the part of brokers. Their buying habits are different from the Gen X crowd and certainly Millennials, particularly when it comes to Medicare-related policies. Before you make your first call, be prepared to “be” the following eight things:

  1. Be more personable.
  2. Be a sounding board to their own ideas.
  3. Be focused on their quality of life.
  4. Be easy to work with.
  5. Be digital.
  6. Be cognizant of the emotions involved.
  7. Be there for life.
  8. Be a resource.

 


http://www.lifehealthpro.com/2015/03/04/8-ways-to-successfully-sell-to-seniors...

 

Source: lifehealthpro.com

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Tags: Sales Tips, Senior Market, sales advice

7 ways to build trust online

Posted by www.psmbrokerage.com Admin on Thu, Mar 05, 2015 @ 05:21 PM

blog pic It’s easy to build trust when you have the opportunity to connect with customers in person. You can look into their eyes, read their expressions and interact on a personal level. Even on the phone, you can read a customer’s tone of voice and react accordingly. But building trust online is a different story—not necessarily more difficult, just different.

Certain companies have excelled at building trust online, such as Zappos, Apple and Sephora. They have been recognized in many surveys and studies as being among top online retailers. So how can you build trust online? Here are seven uncommon, common-sense ways:

  1. Remember that people do business with people. Even in the online world, where customers purchase through a website, that website is designed by people to be used by people. Make your site easy to navigate and simple to understand.
  2. Be accessible through multiple channels. In other words, you may have a great call center, but you should also have support available through the other channels, such as email, text, Facebook or Twitter.
  3. Make contact information available on each page. Make it easy for a customer to call, email or connect with you by repeating your contact information on each page of your website.
  4. Keep telephone hold times to a minimum. It can be frustrating for a customer to have to wait for extended periods of time. It sends a message that the company doesn’t care enough to staff properly. Consider technology that will let the customer know how long the wait time is and offer the option of an automatic callback.
  5. When a customer contacts you via social channels, respond quickly. Get back to your customer in minutes, not hours or days. If I wanted my question answered two hours from now, I would have waited two hours to ask it.
  6. Share social proof. Use testimonials from happy customers to help prove trust and increase customer confidence.
  7. Ask your customers to post online reviews. This shows that you’re confident you will deliver a great customer service experience and resolve any problems which may arise, resulting in a glowing review.

 


http://www.lifehealthpro.com/2014/09/13/7-ways-to-build-trust-online

 

Source: lifehealthpro.com

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Tags: Sales Tips, sales advice

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