How to build territories in Commercial Insurance over time.

Why ignoring this concept is costing you money.

Let’s face it, producers come and go, but territories tend to be permanent. Marsh Berry says on 54% of newly hired producers will validate.

If you think about it, regardless of how we divide up our universe of potential new clients into territories, the individual targets within them stay the same. So, as I like to say, shame on us if our universe of potential targets are not warmer and better defined a year from now than they are today. Continue reading “How to build territories in Commercial Insurance over time.”

Where is the biggest payback in coaching sales professionals?

An article from the Harvard Business Review.

Sales training, when coupled with ongoing coaching works, period. According to the Sales Executive Council, sales professionals that receive fewer than two hours a month of coaching average 90% of their assigned quota. Those that get more than three hours of coaching per month average 107% of quota. Continue reading “Where is the biggest payback in coaching sales professionals?”

How to handle, “I only have 15 minutes.”

How to handle diminished time available for an Initial Appointment.

If you’ve been selling long enough, this has happened to you. The target informs you as they greet you that he or she only has 15 minutes instead of the normal hour set aside for an Initial Appointment. How should you handle the situation? Continue reading “How to handle, “I only have 15 minutes.””

Why using your Unique Selling Proposition in your opening script doesn’t work.

Can you really say something that your competitors aren’t?

Another reason we don’t believe in investing enormous amounts of time on making the ‘Opening Approach’ on an appointment making call ‘perfect’ is the fact that it is really difficult to differentiate oneself from the competition in a sentence or two. More importantly, it is impossible to create one that your target hasn’t heard before. Continue reading “Why using your Unique Selling Proposition in your opening script doesn’t work.”

How to create a killer opening script.

Or, at least an effective one. A step by step formula.

In a blog entitled, How important is it to ‘nail’ your opening statement? I suggested it just isn’t worth agonizing over the creation of a ‘killer’ opening script. I stand by that. What this blog attempts to do is give you a step by step process to build one that is effective in getting you into the conversation you want.

Regardless of how good you make that opening; your targets will still say no when you first ask for the appointment over 90% of the time. If you understand and accept that, then the process below will help be in a strong position to ‘Counter’ the no you get. Continue reading “How to create a killer opening script.”

How important is it to ‘nail’ your opening statement?

Hint: It’s not as important as you think.

Regardless of how good your opening is, over 90% of your targets still say no when you first ask them for an appointment, don’t they?

Many sales professionals and their managers who must set appointments with people they don’t know tell me they struggle getting to the ‘perfect’ opening that will get people to agree to an appointment with them. In my opinion, that is a waste of good time. Continue reading “How important is it to ‘nail’ your opening statement?”

What does a quarterback’s ability to read defenses have in common with appointment setting?

Hint: it’s all about the ability to Counter the no we hear when we ask for an appointment.

I called one of my former students the other day to see how she was doing with her new found appointment-making skills and she said that one the biggest benefits she received from going through our Prospector’s Academy was the ability to quickly read the defense so she can audible to the appropriate play to counter what’s being thrown at her. (You’ve got to love the analogy!) Continue reading “What does a quarterback’s ability to read defenses have in common with appointment setting?”

Have Call Reluctance? Two ideas to defeat it.

The Virtual Bank Account and the Check Off List.

In previous blogs, I’ve written about the causes for Call Reluctance.  Most of those refer to preparation and the components of the process that need to be addressed. There are some of us, however, that even when totally prepared, would still rather being doing something else, and hence, do something else. Here are a couple of ideas that have been successfully used to visually see the value of the prospecting part of their job and then to motivate them to do it! Continue reading “Have Call Reluctance? Two ideas to defeat it.”

Six hints for setting appointments in a large geographic territory

How to be more efficient working remote areas of your territory

I’m sometimes asked how to best manage remote areas of a large geographic territory.  This applies to whether it is an ‘airplane’ territory or just a territory that includes more targets outside of a one-hour driving radius.

 

I am also going to make an assumption here that we are talking about a part of your territory that falls into one of three categories. It is very expensive to visit, you’ve got more opportunity than you can say grace over close to home, or the areas farther away just don’t have as many ‘quality targets’ in it so you don’t go there very often.  Continue reading “Six hints for setting appointments in a large geographic territory”

How to handle, “Sure, call me next week” and actually have the conversation.

Some exact wording that works.

So, you think you’ve got someone interested. They tell you they can’t talk right now, but you can call them next week and they’ll take your call.

After a bunch of calls where all you heard was ‘no’ or you’ve just left voicemail after voicemail, this is a pleasant departure, right? Someone that is actually interested! Continue reading “How to handle, “Sure, call me next week” and actually have the conversation.”