Selling Insurance vs. A Car – Selling Intangible Services
Selling intangibles like insurance can be difficult. It’s not like selling a car – the new customer can’t drive home in your product. And sales professionals can sell a car at many price points, in many colors and offer program discounts. Driving a car is a sensual experience. Not so with reading an insurance […]
How to Handle Office Romances
Employees spend a majority of their lives at work. When they find like-minded people, it’s only natural that love may bloom. But for companies, office romances are fraught with risk when romantic partners are also co-workers. Sexual harassment with the #metoo movement has brought harassment claims to the forefront and make workplace relationships hazardous, […]
Selling Insurance Over the Phone
No one likes to cold call – okay there are a few, but the number is limited. Cold calling can be lucrative and fulfilling if you don’t let anxiety put you in a negative state before you begin. Tools Make your office a quiet, productive place by avoiding distractions and noise and having software ready […]
Pitfalls of Social Media
If you don’t use social media, you’re a societal pariah. And in sales, to look current and to capture every potential opportunity, social media is a must. But like anything, sometimes it works better than others. So, what are the pitfalls? Potential drawbacks are lack of self-discipline to keep on task, hits to your […]
Workers Comp and Immigration Status
Florida’s Senate Banking and Insurance Committee approved a bill to eliminate part of a 2003 state law that makes it a felony and denies benefits to injured workers even if they knowingly presented falsified identification for employment, according to a PEO Compass article by Rada Kleyman. According to the official Florida Senate website, effective Oct. […]
Downside to Full Pay Transparency?
Full pay transparency gives all employees access to the salaries or hourly wages of every other worker in the organization. But is this a good idea? Proponents have good reasons to divulge this data including closing the gender gap, motivating workers and attracting talented hires. However, according to Dr. Todd Zenger, University of Utah professor, […]
Retire Early to Live Longer?
It’s not the act of retirement but what you do during that time that may help you live longer. Having a purposeful life, staying active and avoiding stress are the main ways to live longer in retirement. According to the New York Times, a 2017 study suggests that seven years of active retirement reduces the […]
Business Cards Still Matter
Social media may be the newest introduction tool to target prospects, but the tried-and-true physical business card is still the best way to leave a lasting impression. Targets can ignore your posts, but it’s harder to ignore someone right in front of you who offers you something. The recipient is a captive audience until someone […]
Selling Styles
Your selling style may determine your success. Style is a reflection of personality. If you’re aggressive, you’ll tend to sell that way, or if you like to build relationships, you’ll work collaboratively with your prospect. Whichever way you go, make sure the prospect is always at the forefront – after all, they can green light […]
Make Your Sales Pitch Work for You
Your pitch can make or break a sale. Instead of bombarding prospects with endless – and boring — product specs, take a minute to think about how you can engage your prospect with intriguing possibilities. Blogger Andy Raskin found “The Greatest Sales Deck I’ve Ever Seen” in a Zuora (https://www.zuora.com/) presentation. The steps are fairly […]