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Persuasive Selling For Relationship Driven Insurance Agents
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Book Synopsis Persuasive Selling for Relationship Driven Insurance Agents by : Brian Ahearn
Download or read book Persuasive Selling for Relationship Driven Insurance Agents written by Brian Ahearn and published by Influence People, LLC. This book was released on 2021-01-21 with total page 202 pages. Available in PDF, EPUB and Kindle. Book excerpt: As an insurance agent you have a lot going against you. When you understand the psychology of persuasion - what causes one person to say yes to another - helping people fill their insurance needs becomes much easier.
Book Synopsis Secrets of Successful Insurance Sales by : Jack Kinder
Download or read book Secrets of Successful Insurance Sales written by Jack Kinder and published by . This book was released on 2007-05-11 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Kinder Brother^s "how-to" guide for successful client building. This is a must for all Sales Professionals. This book on sales has been specifically written for those in the field of insurance sales. Using illustrations and examples collected over a life time spent training people in the field of insurance, Jack and Garry give you the disciplines, the techniques, the concepts and the process of achieving success in the field of insurance selling. This is a practical book to be applied in the field. You will get immediate results from the techniques explained in this fantastic book.
Book Synopsis The Official Guide To Selling Insurance For New Agents by : David M Duford
Download or read book The Official Guide To Selling Insurance For New Agents written by David M Duford and published by . This book was released on 2019-11-04 with total page 112 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Most Comprehensive Guide To Successfully Starting Your Insurance Sales Career... No Matter What Insurance Product You Sell... From The Perspective Of A Top Producing Insurance Agent And National Trainer!Did you know that the "ugly" truth of insurance sales is that over 90% of new agents FAIL within their first 12 months of getting their license?The sad truth is that insurance sales is TOUGH, and to succeed, you must have a strategy in place to avoid becoming another statistic.Taking his own experience succeeding AND failing out of insurance sales, David Duford has designed this guide to help new insurance agents navigate the most common pitfalls to selling insurance so you can improve your odds of a successful, lucrative career.The Official Guide To Selling Insurance For New Agents provides the blueprint to optimizing your new career as an insurance agent. This handbook explains:1) How to avoid failure and achieve success.2) How to select the best insurance product to sell.3) How to identify and avoid joining agencies who are NOT working in your best interest.4) A crash-course in understanding how to become a top-producing insurance agent.
Download or read book Influence PEOPLE written by Brian Ahearn and published by . This book was released on 2019-08-09 with total page 170 pages. Available in PDF, EPUB and Kindle. Book excerpt: Would it help your career if people said yes to you 20% more than they do now? How about 30% or 40%? It's possible if you understand how to ethically persuade people. Influence PEOPLE can make that become a reality for you. Brian Ahearn breaks down decades of research into actionable ideas that will have more people saying yes to you more often.
Book Synopsis How to Sell Property and Casualty Insurance 2nd Edition: Understanding Insurance Sales, Tips and Techniques. by : Michael Bonilla
Download or read book How to Sell Property and Casualty Insurance 2nd Edition: Understanding Insurance Sales, Tips and Techniques. written by Michael Bonilla and published by Independently Published. This book was released on 2019-02-13 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: When a marketing rep comes into your office or someone from the management team and tells you to, 'Sell the value', how often do you find yourself rolling your eyes? As a former agency owner and now a consultant, I often find myself spouting the same slogan. Why? Because, I have done it and done it quite successfully. Whenever a rep came into my office and told me to sell the value of carrier X, I would think that's something an expensive company would say or an overpriced company, because what else could they say?We've officially entered a hard market cycle in California on the personal lines side, which is strange to even say. The market has tightened up and many carriers are non-renewing or reducing underwriting appetite to not take on a lot of new business in California. This is why I started writing in 2014 and again in 2017, 2018 and 2019. In my estimation our industry is going to see a massive shift over the next 3 or 4 years. A shift from judgement underwriting to block chain and data underwriting. Artificial intelligence has already been underwriting, selling and handling claims for smaller insure-tech companies for the past 4 years. This is a prevalent trend in our industry. But, why?Why? Because, we have shifted our focus from selling peace of mind to selling a price. Why? Because, we have put more value on talking about premium, payments and price, than having hard conversations about protecting assets and families. We have shifted hard on price, and almost every insurance company has followed suit in their marketing efforts. Almost exclusively every billboard, social media ad and print ad espouses X insurance carrier savings you up to 25-43% on your insurance per year. The conversation has shifted in a way that will cannibalize our industry and wrongfully set expectations for consumers.A recent study by insurancequotes.com found that around 80% of consumers self-report in blind surveys that consumers shop or are prompted to shop based on price. This study is congruent with most studies down on consumer behaviour.
Book Synopsis The Psychology of Selling Life Insurance by : Edward Kellogg Strong
Download or read book The Psychology of Selling Life Insurance written by Edward Kellogg Strong and published by . This book was released on 1922 with total page 518 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The Influencer written by Brian Ahearn and published by Influence People, LLC. This book was released on 2021-11-19 with total page 194 pages. Available in PDF, EPUB and Kindle. Book excerpt: Dale Carnegie rightly said, "About 15 percent of one's financial success is due to one's technical knowledge and about 85 percent is due to skill in human engineering." Much of that human engineering comes down to your ability to ethically influence people. Follow the life journey of John Andrews - an ordinary person who became an extraordinary influencer - as he learns how to influence people from mentors, coaches, clients, and colleagues. As you read The Influencer: Secrets to Success and Happiness you will learn 7 secrets that will propel you from ordinary to extraordinary when it comes to your ability to influence people. What you learn will raise your emotional IQ and help make you a better salesperson, coach, and leader. But that's not all; it will help in all of your personal relationships. Here's what you'll learn along the way with John: The influence process to ethically get to YES more often How to employ Robert Cialdini's proven principles of influence without being manipulative Ways to identify and DEAL with different personality types Five steps to tap into the power of active listening Three keys to building better relationships How to help people move past uncertainty and take action The magic of words like because, but, and however Make no mistake about it; the ability to ethically influence people is a skill anyone can learn, practice, and perfect. Let John Andrews show you how to do that then reap the success and happiness that comes with it.
Book Synopsis Resistance and Persuasion by : Eric S. Knowles
Download or read book Resistance and Persuasion written by Eric S. Knowles and published by Psychology Press. This book was released on 2004-02-26 with total page 350 pages. Available in PDF, EPUB and Kindle. Book excerpt: Resistance and Persuasion is the first book to analyze the nature of resistance and demonstrate how it can be reduced, overcome, or used to promote persuasion. By examining resistance, and providing strategies for overcoming it, this new book generates insight into new facets of influence and persuasion. With contributions from the leaders in the field, this book presents original ideas and research that demonstrate how understanding resistance can improve persuasion, compliance, and social influence. Many of the authors present their research for the first time. Four faces of resistance are identified: reactance, distrust, scrutiny, and inertia. The concluding chapter summarizes the book's theoretical contributions and establishes a resistance-based research agenda for persuasion and attitude change. This new book helps to establish resistance as a legitimate sub-field of persuasion that is equal in force to influence. Resistance and Persuasion offers many new revelations about persuasion: *Acknowledging resistance helps to reduce it. *Raising reactance makes a strong message more persuasive. *Putting arguments into a narrative increases their influence. *Identifying illegitimate sources of information strengthens the influence of legitimate sources. *Looking ahead reduces resistance to persuasive attempts. This volume will appeal to researchers and students from a variety of disciplines including social, cognitive, and health psychology, communication, marketing, political science, journalism, and education.
Book Synopsis The Psychology of Selling by : Brian Tracy
Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.
Book Synopsis Secrets of Successful Insurance Sales by : Jack Kinder
Download or read book Secrets of Successful Insurance Sales written by Jack Kinder and published by Dodd Mead. This book was released on 1988 with total page 280 pages. Available in PDF, EPUB and Kindle. Book excerpt: Donated by Tremendous Life Books.
Download or read book SPIN® -Selling written by Neil Rackham and published by Routledge. This book was released on 2020-04-28 with total page 180 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Download or read book Pre-Suasion written by Robert Cialdini and published by Simon and Schuster. This book was released on 2016-09-06 with total page 469 pages. Available in PDF, EPUB and Kindle. Book excerpt: The acclaimed New York Times and Wall Street Journal bestseller from Robert Cialdini—“the foremost expert on effective persuasion” (Harvard Business Review)—explains how it’s not necessarily the message itself that changes minds, but the key moment before you deliver that message. What separates effective communicators from truly successful persuaders? With the same rigorous scientific research and accessibility that made his Influence an iconic bestseller, Robert Cialdini explains how to prepare people to be receptive to a message before they experience it. Optimal persuasion is achieved only through optimal pre-suasion. In other words, to change “minds” a pre-suader must also change “states of mind.” Named a “Best Business Books of 2016” by the Financial Times, and “compelling” by The Wall Street Journal, Cialdini’s Pre-Suasion draws on his extensive experience as the most cited social psychologist of our time and explains the techniques a person should implement to become a master persuader. Altering a listener’s attitudes, beliefs, or experiences isn’t necessary, says Cialdini—all that’s required is for a communicator to redirect the audience’s focus of attention before a relevant action. From studies on advertising imagery to treating opiate addiction, from the annual letters of Berkshire Hathaway to the annals of history, Cialdini outlines the specific techniques you can use on online marketing campaigns and even effective wartime propaganda. He illustrates how the artful diversion of attention leads to successful pre-suasion and gets your targeted audience primed and ready to say, “Yes.” His book is “an essential tool for anyone serious about science based business strategies…and is destined to be an instant classic. It belongs on the shelf of anyone in business, from the CEO to the newest salesperson” (Forbes).
Book Synopsis The Power of Persuasion in Selling Life Insurance by : Dionisio Melo
Download or read book The Power of Persuasion in Selling Life Insurance written by Dionisio Melo and published by Independently Published. This book was released on 2024-03-12 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The profession of selling life insurance can be considered one of the most exciting, lucrative, and rewarding within the business world. While it is indeed fascinating, we cannot deny that it is also not an easy task. However, achieving success in this field is not impossible; rather, it requires a firm commitment, personal discipline, and unwavering determination. The excitement of selling insurance lies in its dynamism and constant interaction with potential clients. Each day brings new challenges and opportunities to develop communication, persuasion, and negotiation skills. Furthermore, the income potential in this industry is significant, making it an attractive option for those seeking a career with economic growth opportunities. However, it is crucial to recognize that success in selling insurance does not come easily. It requires a solid personal commitment and a goal-oriented mindset. Self-discipline plays a fundamental role, as salespeople must stay focused on their objectives despite the challenges and rejections they may face along the way. Moreover, determination is an essential component for excelling in this profession. Successful insurance salespeople are those who persist even when faced with seemingly insurmountable obstacles. Maintaining a positive and proactive attitude, even in difficult times, can make the difference between success and failure in this highly competitive field. Selling is truly an art that demands inspiration, dedication, and knowledge. This book, titled "The Power of Persuasion in Selling Insurance," not only acknowledges this fundamental premise but also aims to nurture its readers with a rich set of ideas and techniques. Its goal is to transform each reader into a true sales artist and a successful professional who can take pride in their service within the insurance community. Within its pages, readers will find a diverse range of proven strategies and approaches to enhance their sales skills. From techniques for effective communication to methods for building strong relationships with clients, this book addresses key aspects that are essential for success in the competitive world of insurance. In addition to providing practical tools, "The Power of Persuasion in Selling Insurance" also delves into the emotional aspect of sales. It recognizes that beyond technical skills, success in sales also depends heavily on the ability to emotionally connect with clients and understand their deeper needs and desires. One of the main strengths of this book lies in its focus on serving the insurance community. It acknowledges that selling insurance is not just about closing deals but about providing valuable protection and peace of mind to those who rely on the services of the insurance agent. Therefore, every technique and strategy presented in these pages is designed with the ultimate purpose of benefiting the insurance community as a whole.
Book Synopsis Confessions of an Insurance Agent by : Allen Drew
Download or read book Confessions of an Insurance Agent written by Allen Drew and published by . This book was released on 2017-04-24 with total page 60 pages. Available in PDF, EPUB and Kindle. Book excerpt: Do you hate shopping for insurance? Try selling it!Although insurance companies have some of the most entertaining commercials on television, most people still dread shopping for insurance more than just about any other product or service. The experience people have often leaves them confused as to what they are really paying for.As an insurance agency owner since 2001, I have learned it doesn't have to be that way.This book will explain how people can have a better experience when buying insurance if:* They feel that their needs are the focus of the agent.* They feel confident the insurance coverage will help them when it's needed.* The customer relationship is maintained by the agent through effective communication.This book will also explain how insurance agents can:* Create a learning environment when meeting with a client.* Foster the perception of an insurance expert.* Build an agency team of teachers.* Continue to educate and coach clients beyond the initial purchase.The best salespeople are good teachers. Buying insurance requires trust that the policy you buy is what you need. An insurance agent that can educate someone on their needs as well as their policy coverages will earn that trust. Maintaining that trust as life and needs change will allow for a long term client/ advisor relationship which is the ultimate goal.
Book Synopsis American Overdose by : Chris McGreal
Download or read book American Overdose written by Chris McGreal and published by PublicAffairs. This book was released on 2018-11-13 with total page 381 pages. Available in PDF, EPUB and Kindle. Book excerpt: A comprehensive portrait of a uniquely American epidemic -- devastating in its findings and damning in its conclusions The opioid epidemic has been described as "one of the greatest mistakes of modern medicine." But calling it a mistake is a generous rewriting of the history of greed, corruption, and indifference that pushed the US into consuming more than 80 percent of the world's opioid painkillers. Journeying through lives and communities wrecked by the epidemic, Chris McGreal reveals not only how Big Pharma hooked Americans on powerfully addictive drugs, but the corrupting of medicine and public institutions that let the opioid makers get away with it. The starting point for McGreal's deeply reported investigation is the miners promised that opioid painkillers would restore their wrecked bodies, but who became targets of "drug dealers in white coats." A few heroic physicians warned of impending disaster. But American Overdose exposes the powerful forces they were up against, including the pharmaceutical industry's coopting of the Food and Drug Administration and Congress in the drive to push painkillers -- resulting in the resurgence of heroin cartels in the American heartland. McGreal tells the story, in terms both broad and intimate, of people hit by a catastrophe they never saw coming. Years in the making, its ruinous consequences will stretch years into the future.
Book Synopsis How Any Agent Can Escape the Price Battlefield by : Ben Page
Download or read book How Any Agent Can Escape the Price Battlefield written by Ben Page and published by . This book was released on 2019-02-21 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt: In How Any Agent Can Escape the Price Battlefield, Ben Page shares his proven step-by-step method for winning more quality clients BEFORE any talk of price, coverage, service, or value pitch. This isn't theory, it's the result of a 20-year quest to sell more insurance inside of his agencies. It also is NOT what you'd expect. It is NOT the tired old (and limited) advice to sell value. It's unlike anything you're likely to hear from marketing reps, well-meaning managers, or self-proclaimed gurus who aren't in the trenches selling. They often encourage agents to do what Page calls "Pitching for Policies" by making value arguments (i.e., look at all of these benefits for the price!). While Page agrees that value arguments are better than just price quotes, they are nothing compared to the secrets he shares in his book. Section One: Discover the Real Game People aren't really looking for insurance. People aren't really convinced by a proposal (value argument). Discover what they are really looking for, what most agents never give them, and how you can be one of the few that gets what it's about (hint: NOT a value argument). Section Two: Win the Real Game Positioning secrets to attract and win (Who, What, How and Advantages). How to say NO to bad business and leave them still loving you. How smart marketing can turn shoppers into ideal prospects. How nurturing low-cost referrals can help you dominate any niche. Learn about the cause/effect sales chain that most agents ignore. Discover the oft-forgotten investigation phase and how to make it work for you. Turn one of the most pivotal moments in a shoppers' experience to your advantage. Find out why every second from inquiry to connection matters more than nearly all agents realize. How you can Stop the Shop and win a ton of business without your competitors ever knowing. Learn Ben's proven first conversation script to make the sale BEFORE any additional work. Found out how to kill procrastination, improve follow-up, and go from first conversation to bound a lot faster, with less headaches, and in a way that leaves prospects LOVING you. Finally, learn why the presentation is the least important part of the process and how to really win. Section Three: Bonus Learn tips to win any price battles you might find yourself in. This will happen much less as you start winning outside of price or value arguments, but it's good to know! Best tips for leading your sales agents to greatness in ways that few agency owners know about. Find out what makes a good pipeline manager and how it can support your sales efforts. Learn a radically different paradigm that puts the agent, not the proposal, front-and-center in the game to win clients. It's packed with solid little-known principles, strategies, and tactics that can help any insurance agent WIN a lot more quality business in a way that is entirely more fun, many times more effective, and not so driven by price. If you're an insurance agent, sales manager, or agency owner--buy this book. You won't regret it.
Book Synopsis The Challenger Sale by : Matthew Dixon
Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
