One… More Powerful Than You Could Imagine

One... More Powerful Than You Could ImagineMost people believe one is a very tiny number. However, "one" can have a tremendous impact on your revenues.

A few years back, I was fortunate enough to read a paper from a very respectable sales trainer who worked with businesses to help them increase their sales, negotiate more effectively, and motivate their employees.

It was about how you should do one more thing to help you reach your goals and I thought this was a perfect topic to share.

Continue Reading

Six Ways to get into a Sales Slump Selling Preneed Life Insurance

six ways to get into a sales slump selling Security National Life preneed life insuranceI have read a lot of sales articles and many of them are titled, “10 easy ways to improve your whatever” or “12 tips to a better such and such.” Just to be different this week, we’re going to cover six rules that a salesperson can follow to get into a slump.

  • 1. Stop asking exploration questions.
  • 2. Assume things.
  • 3. It’s all about the price.
  • 4. Listen to surface level information. (continued)
Continue Reading

How The Attention Barrier Is Costing You Appointments, And How to Fix It

salesimageAre your sales where you want them to be?

Deep down you know that you’re selling something that will really help your prospects and their families if only they would give it a good look.

But for whatever reason you can’t seem to get them to slow down long enough to seriously consider it.

Continue Reading

The Secret of Top Preneed Salespeople

The Secret of Top Preneed SalespeopleSales is a tough game – and those who succeed work hard at it.

But did you ever wonder how the top preneed salespeople do it? I mean, do they read all those motivational books and do whatever the book tells them to?

Continue Reading

Have a heart: it's the key for many funeral insurance consultants.

Have a HeartCompassion.
Sympathetic pity.
Concern for the misfortune of others.

Our jobs as funeral insurance consultants require exercising a great deal of each of these. We must be good listeners. In aftercare situations we deal day-in and day-out with the bereaved.

Continue Reading

Play Ball!

Lessons From Baseball and Preneed Sales.Lessons learned from baseball and preneed.

San Francisco Giants fans celebrated a World Series victory recently. Like a true fan living in Northern California, I watched every throw, steal, and hit.

As the catcher and pitcher signaled back and forth, I couldn’t help comparing a recent presentation I delivered. The player at bat had no idea whether the next ball would be a curve, a fast ball, inside or outside the home plate.

Continue Reading

What else goes on it?

The other day I walked in a local sandwich shop.

As I stopped in, I listened to the clerk as they sold a sandwich. In previous visit, the question was asked “What do you want on it?” A seemingly standard way of filling an order. But today something different was happening.

Continue Reading

Objections… the more the better.

No matter what you are trying to sell
there will always be objections.
All people in sales must confront this challenge.

The price is high, I need to talk to my kids, I already have insurance, I’m not planning on dying anytime soon… the list goes on and on.

Continue Reading
Page 1 of 3123