Closing a sale getting your prospect to say “yes” can sometimes be as easy as asking for it. Once you’ve laid the groundwork by qualifying your prospect, uncovering their needs, and showing how your product or service satisfy those needs, it’s time to ask for the order. Here are five tips to make this procedure simple and successful.

ESTABLISHING A TELEMARKETING DEPARTMENT You need to make two more decisions once you have definitely decided to set up a telemarketing unit within your agency. The first is whether your ...

GET CUSTOMERS TO TOOT YOUR HORN AND BUILD YOUR BOTTOM LINE by Jack Fries Client testimonials offer a highly effective tool for building your sales and earnings. Marketing ex...

HOW A CONSULTATIVE BROKER PRODUCES YEAR-END REVENUE by Rob Ekern Traditionally, Labor Day marks the beginning of the renewal and new business process (or unfortunately, in some cases, T...

MANAGING THE LITIGATION RISK THROUGH MEDIATION by Richard Collier Ambrose Bierce's Devil's Dictionary sardonically defines litigation as 'a machine that you go into as a pig and come out of a...

MINE THE INTERNET FOR PROSPECTS by Steve Anderson You can strike gold if you know where to look. A good place is the Internet. Insurance is all about making sales. And yo...

NURTURING CLIENT RELATIONSHIPS by Jack Burke I opened the book Relationship Aspect Marketing with some statistics that have withstood the test of time in relation to why businesses lose t...

Remember, as salespeople we want to hear objections. When buyers send out these signals, they're giving you clues about their interest. Give the buyer a chance to make the decision based on the information you've provided. If you've done a good job throughout the sales process, the objections you hear should enable you to reconfirm your value to the buyer and close the sale.

Producer Success Lesson 8

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

SELF-PROMOTION NO ONE ELSE WILL DO IT FOR YOU by Lisbeth Wiley Chapman Producers can make certain that the right people see them, hear about them, read about them, and buy their products or ser...