How to close deals faster

In Enhanced Benefits, Sales by Eric Silverman

Give me a “yes.” Give me a “no.” Just don’t give me a “maybe.” “Seems like a good idea, but we’re very busy right now.” “Thanks for coming in; call me in two weeks to discuss.” “I like what I hear so far; I’ll call you after I read everything.” “Sounds good; I’ll think about it.” Sound familiar? Whether I …

How ‘ancillary’ and ‘voluntary’ are hurting enhanced benefit sales

In Enhanced Benefits, Sales by Eric Silverman

As an intern, green as can be, I found out the hard way that words are very powerful things that have intense meaning. I’d just closed my first 50-life case and couldn’t wait for the employee group meeting. Visions of 80% employee participation were letting my mind cash checks that inevitably my mouth hadn’t yet written. While presenting, I proceeded …