Last month we discussed an Objection Handling Process that will build VALUE when objections occur. As previously mentioned, over the next few months, we will explain the importance of each step and provide examples for each step of the Objection Handling Process. Remember, unless there is perceived VALUE customers will not buy. To recap; here are the Objection handling …
The Reality of Objections: Part One
The truth is that objections will occur and here are some of the realities: Customers don’t understand the product and/or how it will benefit them The product presentation lacks conviction and enthusiasm They believe that cost (payment) outweighs benefits To summarize: all three objections are based on value. NO VALUE = NO SALE So, what to do? Remember …
Disability: It Won’t Happen to Me
So often, when we offer Disability Protection to a customer, we hear, “Disability, it won’t happen to me!” We live in an age of healthy choices, wellness programs and many alternatives to living a healthy lifestyle. This is one reason why many customers believe they will never experience a disability during their lifetime. Let’s look at the definition of …
The Beauty and Drawbacks of Autumn
For many, the autumn season may represent a time of beauty and bounty. With the temperature changing from warm to cold, it represents a season of harvest, signifying for many, “the fruits of our labors”. It also kicks off many holiday traditions such as, All Hallows Eve, or Halloween, Thanksgiving, the Moon Festival, Hanukkah, Christmas, college football season and many …
Find the Edison In You
“Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time.”–Thomas Edison We all learned the story in school that as an inventor, Edison made 1,000 unsuccessful attempts at inventing the light bulb. However; when a reporter asked, “How did it feel to fail 1,000 times?” Edison replied, “I didn’t …
The Visual Way
The easiest way to get your customers to agree to Payment Protection is to get them engaged in the offering. No one wants to hear a sales professional prattle on about all the things the product has; they want to see what it does for them. So, what does this mean? Engaging your customer visually puts them in the …
Prepared for Tragedy
Tragedies always seem to happen at the end or beginning of each year. This might be due to bad weather, the rush of ending one year and another beginning, or to the holidays. However, a tragedy can happen to anyone at any time; and there is never a good time for a disaster/accident to happen. They just do!!!!! The question …
Millennials in Your Market
According to a June 24th article provided by Axios*, 23% of Americans have no emergency savings. This is a seven-year low and people are saving at the same amount as they were in 2010. In addition, a recent survey by bankrate.com reports that nearly 20% of Americans surveyed say they have zero savings and only 22% of millennials have six …
New Year, New You
As we often do, this time of year, we look back to see how successful we were and what we want to do different to be even more successful in the New Year. So, the beginning of a new year is similar to a “do over”. If we didn’t reach the goals we set; what do we need to change …
The True Thanksgiving
Most of us rush through the year with our busy lives, families, and work, giving little thought as to the “what if’s” that could impact our lifestyle. During the upcoming Holiday Season, we are rushing to buy gifts, prepare meals and get our homes ready for gatherings and may forget what the “True Thanksgiving” really is. Of course, the meaning …