COVID-19 has changed the landscape as it pertains to causes of death. The third cause of death in 2020 was COVID-19 related and with the Delta and Omicron variants, 2021 will see an increase. Here’s what the CDC listed as the top five causes of death in 2020. • Heart disease • Cancer • COVID-19 • Accidents (unintentional injuries) • …
“Trust: The Key to Selling Intangible Products”
Like many banks in your market, you may be offering the same products and services; however, what makes your financial institution different is “you”! The relationship you have with your customers may increase product and referral opportunities. Many of your products, such as Payment Protection, may be intangible. Customers can’t see or touch Payment Protection. That’s where “you” make the …
Until ‘Debt’ Do Us Part
This may be perhaps a “tongue in cheek” way to start this month’s Payment Protection Training and Information Blog; however, not a laughing matter for many families who have been left with thousands of dollars of debt upon the death of their loved one. *Credit.com research, reported on May 20, 2021, found that 73% of people had outstanding debt at …
Paint a Picture
Human sense organs contain receptors that relay information through sensory neurons to the appropriate places within the nervous system and on to the brain. These sense organs include the eyes, ears, tongue, skin and nose. No wonder selling an Intangible product, such as Payment Protection, may be difficult. Why? It is because your customer can’t see, hear, taste, touch, or …
“The Long Road to Recovery”
In our youth, we believe we’re invincible. In mid-life we become more cautious. In our advanced years, we may even change our lifestyle and/or give up doing certain things because of health issues or fear of getting hurt. In short, all three periods of our life contain risks. The question is how much risk are we willing to assume? Aren’t …
“Getting Back in Shape”
It has been several months since we introduced an easy 5 step objection resolution process. Much has happened since then. Now that we’re focusing on getting back to business, let’s also get our sales skills back in shape. The March blog mentioned we would provide you with some simple responses to Disarm (Step 2) and Inform (Step 4) objections; however, …
What’s In A Name?
For years, we have referred to Credit Life and Credit Disability as a Payment Protection Program (or PPP) available to eligible loan customers. During this unusual time, the PPP acronym has taken on a different meaning, for many Americans, as an income relief program. The government’s Payment Protection Program, allows small businesses to continue to pay their employees during the …
Our New Norm
What a difference 30 days has made in everyone’s lives! In this month’s Payment Protection “Best Practices”, we were going to provide you with phrases and responses, using the 5 Step Objection Process; however, due to the recent focus on the Coronavirus Pandemic, we will hold that for another time. Instead, let’s focus on how Payment Protection may be helping …
The Reality of Objections: Conclusion
If you have been following this four-part series, you will have learned an Objection Handling Process that will build VALUE when objections occur. This month is the conclusion of this four-part series. Remember, this process is to eliminate objections by uncovering the true objection and allow you to build product value. Before your customer will agree to invest in Payment …
The Reality of Objections: Part Three
For the past two months we have shared an Objection Handling Process that will build VALUE when objections occur. As you may remember, this four-part series, if used correctly, will defuse an objection, uncover the true objection and build product value. It is important that you don’t “miss a step” in the process; doing so may deem a negative outcome. …