The Secret to Asking Sales Questions Assertively, Not Aggressively

27 Feb

Questions are some of the most valuable tools in a salesperson’s arsenal. With a well-crafted inquiry, reps can open their prospect’s mind to a new possibility, compel them to action, discover relevant information, or secure buy-in for the next step. But if reps ask questions aggressively, they won’t get far. More >>

4 Reasons You Should Consider Life Insurance As a Planning Tool

25 Feb

If you’re like most people, you probably think you don’t need life insurance until you provide for a family of your own. Even then, life insurance may not be on your radar when it comes to financial planning. According to the 2018 Insurance Barometer Study from Life Happens and the Life Insurance and Market Research Association (LIMRA), adults — especially millennials — tend to overestimate the cost of life insurance and therefore don’t prioritize it among their other financial obligations. More >>

19 Sales Podcasts Every Rep Should Listen To

20 Feb

After a long day at the office, Netflix is usually more appealing than cracking open a sales book or streaming a sales training video on YouTube. Fortunately, there’s a simpler way to learn new sales techniques without having to set aside extra time in your day – through podcasts. The next time you’re walking the dog, commuting, exercising, cleaning, or doing any other task that doesn’t require mental energy, pop in your earbuds, press “Play,” and learn from sales leaders and experts. More >>

The 100 Most Famous Quotes of All Time

15 Feb

The insight and experience of others is a valuable source of inspiration and motivation. And learning from successful leaders and entrepreneurs is a fantastic way to grow. Life throws curveballs. And while there might be blockers to success, it’s imperative to keep pushing with the knowledge mistakes will be made and failure is inevitable. More >>

7 Creative LinkedIn Summary Examples to Help You Craft Your Own

13 Feb

Writing a LinkedIn summary is incredibly difficult – for everyone, but especially for salespeople. You’re not targeting recruiters and hiring managers; you’re appealing to buyers. That means on top of finding an interesting and genuine way to describe your professional background, you must also come across as a subject matter expert. More >>

Life Insurance Isn’t For the People Who Die, It’s For the People Who Live

11 Feb

Michael, 32, was a fit and healthy family man. As he left to run a 10K race, he kissed his wife, Traci, good-bye along with newborn Calvin and “big” sister Josie. He never made it home. As he crossed the finish line, Michael collapsed and died. The Kovacic family would never be the same. More >>

3 Sales Strategies to Be Assertive Without Appearing Aggressive

6 Feb

Have you ever swallowed a question or backed off from a certain topic for fear of offending your buyer? This happens on sales floors around the world every day. Reps let their qualification questions slide so as not to flare tempers. But the truth is, salespeople are often more worried about the potential of pissing off prospects than the situation warrants. More >>