More Calls = More Sales
May 24th, 2013
You don’t have to be a rocket scientist to understand that sales is simply… simple math.
Not only does it apply to Sales… it really applies to most anything.
The more you play golf the better you’ll get…you may not be a tour pro… but you will get better.
The more you cook… the better you will get [...]
Four Key Components to Successful Cold-Calling
May 7th, 2013
I’ve been in the insurance industry for many years selling life and health products and have talked to thousands of agents on the phone, at conferences, training sessions and other public venues. By no means am I “the” authority on sales, insurance sales or selling by phone, but I’ve learned a lot through my [...]
The Proof is in the Pudding… Another Satisfied Customer.
May 2nd, 2013
SalesDataList.com is a relatively new venture for us and we’re still trying to think of ways to improve it for our customers. We’re not naive enough to assume it will work for every business, but we think we have a variety of filters that can help professionals in:
Insurance – life and health.
Insurance – property [...]
Stop Leaving Voicemail Messages that Kill Sales
April 25th, 2013
When was the last time you listened to one of your voicemail messages?
Lousy voicemail messages will kill sales faster than you can hit speed dial.
This week I received a voicemail message from a salesperson who was looking to sell me something. Problem is I have no idea what they were trying to sell, because the [...]
Questions are the Answer
April 23rd, 2013
“Everyone says to ask questions but how do I discover my prospect’s needs or problems without sounding like I’m interrogating her?” I hear some version of that question on a regular basis. The idea that questions are the key to uncovering opportunities is well established but many sellers have difficulty in applying the [...]
How To Reduce Sales Anxiety
April 22nd, 2013
“I’m new to inside sales and get very nervous before making calls… What Can I Do to Reduce My Sales Anxiety?”
I need to share a personal story with you. Early on in my sales career as a straight commissioned inside sales rep, I used to suffer from the same sales anxiety you are describing.
Every morning [...]
Sales Call Reluctance
April 15th, 2013
Shannon Goodson and George Dudley wrote a book several years ago called, “The Psychology of Sales Call Reluctance.” They interviewed over 11,000 sales people. Here is what they found:
80 percent of all new sales people fail because of call reluctance.
40 percent of all veterans stop prospecting because of call reluctance.
You will make five times less [...]
Dialers for insurance agents
January 24th, 2013
SalesDialers.com is a cloud based software by a A rated BBB company that lets its users dial more leads, track them better and close more sales. The SalesDialers.com award winning sales engine technology is used by some of the fastest growing companies in the US. At SalesDialers.com, we pride our self in [...]
Stop Being So Darn Polite
January 8th, 2013
The other day I was speaking with the Vice President of a large company and we were discussing the good, the bad, and the ugly of sales and selling. When I broached the topic of prospecting calls he shook his head and expressed his frustration.
“I can always tell when it’s a sales person calling,” he [...]
Slower Sales Calls Lead to More Sales Success
November 9th, 2012
Every entrepreneur knows that effective selling skills are critical to business success. But they often unwittingly make fundamental mistakes in the selling process. Kevin Davis, president of TopLine Leadership Inc., a sales and sales management training firm, and author of the new book Slow Down, Sell Faster!, offers some advice for entrepreneurs.
What’s the one selling skill that [...]