Just Sayin by Tom Batchelder
Skill & Will
Who’s ready for change on your staff? As much as change
is inevitable, who’s on board when you’re steering
might help you avoid catastrophe.
Grow where you are planted and keep the sales pipeline full.
Look Who's Talking
Earn your clients’ loyalty by listening and learning
their business. Then solve their problems.
The Jurassic Age of insurance brokerage was about
relationships, napkins and golf games.
Fear of Dialing
Why some producers just can’t make the call.
Get Over Yourself
Few people are comfortable selling themselves. Here’s how
you can make it easier and sound less arrogant.
The Last Mile
Brokers need to face their fears and change—or be left
Please, please, please, please, please, please… (Oops. I
just lost the sale.)
Show your prospects compassion. Every person sitting across the
table from you struggles with insecurities, so empathize and
drop the false front.
Next New ‘New’
Beware the next newest, greatest, best sales approach.
Commitment, patience and follow-through still pay off.
Like comedic goofballs, structured spontaneity is serious
business. Use it to facilitate a conversation that leads to a
Avoid them. Stay on track. How? Read on.
If you can’t detach yourself from the next big sale,
learn how to fake it well—or pay the consequences.
Don’t let your prospect lead you, delay you or control
Truth or Consequences
Ask these five questions of new prospects to learn what they
Sales is just like dating. You want to be confident, attractive
and persistent—but not desperate.
Your way of thinking, your language and the process you use
dictate your sales success. Let us help you improve all three.