Got a great success story to share? How about a sales disaster that no one should have to live through again? Got a new idea or a question on cold calling, closing, communication, finding prospects, overcoming objections, developing leads, improving customer service, honing your management skills, improving your creativity, or getting a better attitude? Well, this is your moment to shine, get some feedback, and to check out what everybody else is up to.
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Hi, I have been in the insurance business for 2 years now. It seems everything that works for this business is costly and I am not being as creative as I should be. I was hoping someone had some great ideas on follow up or cold calling or just reaching out to more qualified prospects without spending a fortune. Please advise. Thanks
I have recently taken a new job as a sales manager. I am managing the force for a machinery company selling capital processing equipment. After pouring over some stats today, I realize that our quote volume has increased approx 10% per year for the past 4 years but our sales volume is absolutely flat. For the first 3 years, we had 3 sales folks who are seasoned (8+ yrs with company in sales). This year we added an additional green sales person. I'm all for allowing this newbie enough time to bring his quote-close percentage up to the others, but I'm a little confused why we have had ZERO growth even prior to his/her arrival. Any ideas on where to look?
I am starting a new roofing company and I am struggling with the thought of hiring a coupon company, or sending out my own post cards. I am wondering if I spend the money to send out a coupon in a multi pack, will that be more effective than sending out a post card? Door knocking has been my only souce of advertising so far, any ideas?
Try a company called VistaPrint. The postcards are free, you pay the shipping. Just started playing with the site. Mark, Lucan, Ontario
Hi, I have the "Sales Bible" and was wondering if it would be worth investing in other sales books? Is most of the important information from the red book, black book, yellow book, etc. already in the Sales Bible? By the way, its an amazing resource and I'm glad I found this forum also! Thanks for the help
Hi! Erica, Yes you need to get the other books. I bought the collection, I don't have to go a-seaching through the Sales Bible. Furthermore, the collection looks great on my table, and the answer is just a book away. CHA-CHING!!!!!
alright. I am new to the selling world. I have only been with my company for a month and a half almost two months. I managed to set 10 to 15 appointments within the first week and a half. Here's the problem. When i cold call i say the exact same thing every time. and when i go on the calls my COO goes with me because i still haven't got it down. Can i please get some help and advice on what to do?
I was the same way when I started 6 months ago. My advice is to keep plugging away at it and before long you will develop different pitches for different types of people. When I cold call, I go in to introduce myself as the new rep in town and ask for the person who handles the decision making, or the sales people (they are the best) Always, always talk about them before you get an appointment. Then talk about you. You get better information that way. Its a double bladed sword having the COO present. The good thing is that you can absorb what the COO is saying (take notes). You are then newjack, but people are okay with that. The bad part is that you look like you don't know whats going on. Once you start to feel comfortable at your meetings, start taking the reigns by leading the conversation and beating your COO to the punch. Then he/she is there to back you up. Keep your head up. Celebrate your efforts. Good luck.
Your number of appointments is great. Is that a good number for your industry; or is that below average? If it's a good number keep doing the same and/or possibly increase your # of contacts per day. Plus, it's a great idea your COO goes on appointments with you, things take time -- the biggest achievement is your dedication to making the calls thats what's important
Dear packattack68, excellent start! don't worry about your COO going on the calls with you. It sounds like you're saying the right things because you're getting the appts. Accept the advice and guidance that your COO will provide. Depending on the industry that you're in saying the same thing on every cold call might be ok. It depends on what you're goal is. On a cold call my goal is to get the appropriate contact person or an appointment with that person. When you get that meeting THEN you can tailor your presentation to their unique business needs. Great job so far! Welcome to the "Art of Sales!"
I think everyone would agree with me... sometimes you DO sound like a salesman. The trick is just to talk to people. Don't spill your guts in some precanned presentation. Ask the right questions, and don't be afraid to ask personal questions. The best way to be memorable AND connect with a customer isn't through specs and facts, but through human to human communication. The longest lasting customers are ones that feel comfrotable with you - they must know YOU as well as you knowing them.
As part of my effort to add value for my customers, I have created a web site/blog that is full of ideas and tips to help reach sales goals. This is a creative extension for me and is something that I can inter-mix with sales calls, visits and other conversations. While most often I don't receive much feedback, I recently got an email from one of the salesman at a customer's dealership who said that he loved these sales tips and energy building ideas and wanted me to keep up the good work and it was of great value to him. A nice reinforcement for what I felt strongly about but rarely heard much about. Just enough for me to continue and even take things to new heights for this type of sharing.
I'm an independent insurance agent and starting to plan an ad campaign. All of my companies (Travelers, Safeco, Progressive, etc.) are offering me postcards to use. My question is, will it be confusing to the recipients if they get several postcards from me but from different companies? Am I better to just use an outside company and have a single style?
The question is....are they buying insurance from the companies you represent? Or are they buying from YOU!!! If you are offering value the answer is you. Sell yourself first. The companies you represent are secondary.
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