You have often heard that your future success or failure is based on the choices you make today. The Corona virus brings this stark reality to your doorstep. Your performance in post-virus world depends on what you choose today. First the Bad News There is a lot of negativity in the air. We hear bad… Continue reading Good News or Bad – The Choice is Yours
Most agents are in a great hurry to close a sale. Every time they visit a prospect, they expect to complete the sale and return with the premium cheque. The customer, on the other hand, is no hurry to buy. Doubts after doubts are raised and the customer takes a long time. In the meanwhile,… Continue reading Connect, Do Not Sell
Many agents are faced with a serious issue while selling life insurance. The younger customers tend to think that it is better to buy term insurance instead of traditional endowment insurance. The popular feeling is that traditional endowment insurance is low return and therefore not worth it. Instead with the same money if one buys… Continue reading Traditional Endowment vs. Term Insurance
Retirement Planning – The Mantra for Business Today Retirement planning is one of the hottest selling concepts in life insurance. The COVID pandemic has only made it bigger. Retirement planning will remain as the biggest segment in life insurance sales for many decades. (Also read my other articles in this Blog on retirement planning. Click… Continue reading The emotions in annuity choices
The financial year 2020-21 has ended and a new year begins. India is a wonderful nation. Take the case of celebrating new years. We have new years throughout the year. New years bring celebration, happiness and hope. New year celebrations on 1 January is very popular, especially in the modern era, across the nation. But,… Continue reading Happy New Financial Year 2021-22
We are accustomed to working in a world of physical meetings when dealing with our sales teams. We visit their homes, we call them for annual dinners, sometimes we also go for picnics, etc. In today’s context all this looks too far fetched. COVID has thrown out all our old methods and we are forced… Continue reading Team building in a virtual world
Let me correct myself. The type of objections we face in the sales process is because of what we say, how we say it and when we say it. When we make our points A very important point that we wish to make if it is made without an adequate introduction to the point creates… Continue reading Objections Arise because of What We Say
In life insurance selling there is only one challenge – objection handling. Objections come in the way, as a hurdle, of closing a sale. Once you learn the product and standardize your sales process, the learning is for a lifetime. However, this is not the case with objection handling, you need to regularly practice your… Continue reading The Only Challenge
When we start learning how to handle objections we normally are taught a few smart responses to handling objections. For example it is said that one of the greatest life insurance agents, Ben Feldman, once went up to the secretary of a big businessman and asked her how valuable the businessman’s time was. Ben Feldman,… Continue reading Smart or Tactful?
There is a world of difference between “handling” objections and “answering” them. In most cases ‘answering’ objections leads to more objections and very often makes selling impossible. If you are in the habit of “answering” objections, the Course SHAKTI for Objection Handling is just for you. We will teach you which objections are to be… Continue reading Do we handle objections or answer them?
