Cracking the Code to Increased Sales
Insurance sales is not rocket science, but there is a combination of activities that when performed together can yield great results.
Award-winning health insurance professional Dan Roberts has put together 6 tips for increased sales (www.byoib.com).#1) Listen to the client.
Successful salespeople always have a great and positive attitude. They make a sincere effort to help their clients, not just sell them.
They listen to their clients' needs and present solutions based upon that information.
Ask the client what their reason was for buying from you or why they didn't buy from you.
Listen intently to the answer, as it will guide you in future efforts.#2) Be consistent and keep things simple.
So many agents are just after the big score and miss out on the smaller opportunities, which over time, add up to big numbers.
It's like a game of basketball.
During any given game there will be some crowd-pleasing scores, like a 3-point shot.
But, the consistent game-winning scores come from a series of simple lay up shots.
An agent who stays consistent with the ?sales lay-up' will be ready when the 3-point scoring opportunity comes.#3) Stand out in a crowd. Insurance is a highly competitive field, so it is important for an agent to differentiate himself from the pack.
One way to accomplish this is to use language or gestures that let the client know that his needs are understood.
Once the agent makes clear to the client that he identifies with the clients needs and concerns, the barrier is broken down and a dialogue can begin.#4) Play the numbers game.
After all this is sales and sales do not get made without appointments.
While cold calling and "walking and talking" may not be fun, they are very necessary.
It can take an average of up to 30 calls to schedule one appointment, so most successful people will schedule a minimum of 10 appointments per week.#5) Set goals.
Treat each day independent of the one before and set a goal for that day.
Then set goals for that week, month and so on.
Make sure the goals are realistic and attainable.
It can be very easy to get discouraged when goals are not met due to unrealistic expectations.#6) Ask for referrals.
At all points and all stages in the sales process it is crucial to obtain referrals, even if a sale is not made.
Without referrals an agent will only reach half of his potential.
If the clients' needs are being met then they are normally more than willing to give referrals.While each of these tips is different, they have a common thread? discipline.
Without discipline you will find yourself going through the motions and never fully mastering these concepts.If you discipline yourself to have a positive attitude, keep things simple, differentiate yourself, make the calls, set realistic goals and ask for referrals you will crack the code and find yourself in the elite group of successful salespeople.Dan Roberts is the VP Sales and Marketing for Insurance of America Agency, Inc.
A marketing leader in the insurance industry, Dan has worked in operations and sales and marketing at some of the nation's largest insurance marketing organizations.
He is the recipient of over 85 industry awards including a coveted ?Million Dollar' gold ring from the agency's founder.
Insurance of America specializes in both operational and sales and marketing support for those individuals wishing to build their own successful insurance business or marketing organization.www.BYOIB.com.
New Survey Reveals The 7 Deadly Sins of Bathroom Design That Can Stop Your Home From Selling
(ContentDesk) June 16, 2006 -- After tallying up the results from its recent bathroom survey, Plumbworld, has flushed away the myths and discovered the truth about what really makes a splash in todays bathroom.If youre considering making your home appeal to potential buyers, then one of the first places to start is in the bathroom: Here are the seven worst mistakes in bathroom design that will make it more difficult to sell your home.1/ Coloured bathroom suites.Of the 1,345
people who took part in Plumbworlds bathroom survey, an overwhelming 82 per cent said they "hated" the once popular avocado and coral pink bathroom suites and 81% said they loved the plain look of all white.2/ Carpet on the bathroom floorThe survey showed that the preferred floor covering was tiles, with 75 per cent saying they "loved" a tiled bathroom...
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FREE MINI-SERIES REVEALS WHAT?S IN A NAME
FREE MINI-SERIES REVEALS WHAT'S IN A NAME If we were to ask the Brothers Grimm, "What's in a name?" they might not think along the lines of Sheakespeare's rose with their story of Rumplestiltskin. Instead they paint a picture of a woman fighting for her life by spinning straw into gold, then fighting for her baby's life by guessing a dwarf's name. Well, now this old tale takes on a modern twist in a manner similar to Harry Potter. In a new release called, "Rumpelstiltskin vs. Miller," by Adlai Millier-Bonbour and Michael H.
Brandt as editor, a child custody battle turns a kingdom upside down. Brandt discussed the focus of his book, answered some interview questions and offered a free mini-series online for interested readers. "In this compelling novel we pick up the Rumpelstiltskin story after the Queen guessed his name and avoided giving him her baby. But the legendary elf-genius doesn't give up and sues the Queen for breach of contract. She then was jailed for "disrespecting...
FREE MINI-SERIES REVEALS WHAT?S IN A NAME
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Fullerton Chooses Unipier Gaming to Facilitate the Delivery of Mobile Entertainment Services in Taiwan
Unipier, a leading provider of components for the delivery of mobile data services announced today at Telecom Israel 2004 that its Unipier Gaming environment for entertainment service delivery has been chosen by Fullerton, Taiwan's leading distributor of digital technology. Fullerton will use the Unipier solution to enable operators to deliver a full suite of mobile content services to Taiwan's 25 million mobile subscribers. This includes multiplayer gaming and rich media downloads (such as ringtones and logos).Unipier Gaming (formerly known as the Cash-U Pecan Gaming platform) is a high-capacity carrier grade framework for hosting and managing advanced mobile gaming services from a central point of access and control. It offers support for the latest formats of mobile gaming including J2ME Games, Tournaments, Scoring & Ranking, J2ME Multiplayer Games, SMS and MMS Games. It enables Fullerton to deliver a range of advanced, community-generating gaming services with features such as hi-score...
Fullerton Chooses Unipier Gaming to Facilitate the Delivery of Mobile Entertainment Services in Taiwan
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Clontarf Irish Whiskey Wins Gold, Family of Irish Whiskeys Sweeps Awards
New York, NY (ContentDesk) August 9, 2006 -- Castle Brands Inc. (AMEX: ROX), an emerging developer and global marketer of premium branded spirits headquartered in New York, announced today that its Clontarf Irish Whiskey has received three awards in the 2006 International Review of Spirits.Clontarf Single Malt Irish Whiskey was awarded a Gold Medal in the Irish whiskey category by this well-respected competition conducted by The Beverage Testing Institute.
In addition, both Clontarf Irish Whiskey and Clontarf Reserve received Silver Medals. The Irish whiskey category has been growing steadily for the last several years.
It is an exciting category to be involved in with new brands stimulating interest at the consumer level, said Roseann Sessa, Vice President, Marketing & Public Relations.
Clontarf, with its three expressions, has been well-received by spirits journalists and consumers alike.
In March, the New York Times, in its comprehensive article...
Clontarf Irish Whiskey Wins Gold, Family of Irish Whiskeys Sweeps Awards
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How to Create Product Names that Sell and Tell
What's in a Name? Does a Rose by Any Other Name Sell as Sweet?
Good product names act as advertising for your product. They differentiate you from your competitors and keep your customers coming back because they remember you and your product name. There is an art to naming products, and all great product names have the following qualities:
1. The words sound familiar even if it is a new word combination.
2. The word combination illustrates exactly what it product is.
3.
The name shows how the product works/operates.
4. The name looks good on the page and on the product.
5. Words are easy to pronounce and sound pleasant.
6. The name grows on people over time.
7. The name is completely different from competitor names and is not confused with other products.
8.
After hearing it once, people remember the exact name.
9. It appeals to the demographic of the product.
10. There...
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Charm Bracelets
For centuries, charms have been used as a medium for superstition, religious beliefs and fashion. The ancient Egyptians first used charm amulets to gain the favor of the gods and to obtain a passage into the afterlife. Later, charms were used to ward off evil forces and were also used to curse enemies.
It was in the Victorian period that charms grew out of their traditional image of spiritual and superstitious objects. Queen Victoria of England started wearing charm bracelets as a fashion accessory and started a trend that has continued through the ages.
It is said that Queen Victoria wore a charm bracelet of small lockets that contained the photographs of her family. Until that period in history, jewelry was characterized by bulky ornaments made of gold, silver, diamonds and rare gems. However, the quaint charm bracelets revolutionized the concept of jewelry with their delicate and artistic appearance.
Charm bracelets received a sudden revival during...
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