Sales – Crump Blog

Young People Driving Huge Life Insurance Application Gains: MIB

21 Oct

Are you taking hockey great Wayne Gretzky’s famous advice and ‘going where the market is going?’ See the latest stats about who is buying life insurance today. More>>

What Your Clients Want to Talk to You About: Survey

7 Oct

Clients’ trust in and satisfaction with their financial professional increases when both parties willingly broaden their conversations and engage in a more transparent, holistic approach to financial and future planning, according to a new study from AIG Life & Retirement and the MIT AgeLab. More>>

The Ultimate Guide to Sales Tips for Each Generation

15 Jul

Every fifteen to twenty or so years, a new generation emerges, and as the kids that compose it come of age, they generally catch some flak from their older counterparts. It’s almost like a rite of passage to take heat from your elders and give it right back to them — only to do the exact same thing they did once you’re their age. More >>

Stay Motivated in the Midst of the Pandemic

29 Apr

Andrea Caruso, Senior Vice President and General Manager, Independent Channel at Crump Life Insurance Services discusses remaining motivated to sell while working from home. More>>

The Ultimate Guide to Small Talk: Conversation Starters, Powerful Questions, and More

11 Sep

Like it or not, small talk is integral to your success. Whether you’re networking, speaking with a new prospect, or warming up a customer before upselling them or asking for a referral, you must be able to build rapport with casual conversation. More >>

9 Steps to Take When Your Prospecting Strategy Isn’t Working

1 May

Ever wake up in the morning, look in the mirror and say: “I have no business?” Ouch. Actually, you should look in the mirror and say: “The day is a blank canvas. How am I going to make the most of it?” Yet the reason you have no business is simple: Your prospecting pipeline in empty. What now? More >>

The Art of Asking Open-Ended Questions

10 Apr

When qualifying, you bring value to your prospects, clients, and yourself through the questions you ask — but only if they’re good questions. Allow me to introduce you to a concept I call “high-value questions.” Simply stated, a high-value question for sales is one that creates a learning experience for either the questioner (you), the person being questioned (your prospect or client), or both. Naturally, the best high-value questions provide insight for all parties concerned. More >>

5 Tricks That Will Magically Get Prospects Interested in You

3 Apr

It’s easy to sell to prospects who are already interested in your product. They’ve done some preliminary research and decided you’re a potential solution. Now all you need to do is answer some questions, get in front of the right people, and make sure they opt for you over the competition. More >>

15 Effective Responses to A Prospect Who Chooses Your Competitor

27 Mar

Sales objections are part of the job. And salespeople commonly come up against the competitor objection when talking to new prospects. As soon as the buyer realizes the nature or function of your product, she says something along the lines of, “We already work with Competitor X,” or “We already have a supplier for that.” More >>