Create urgency to close the deal

In Enhanced Benefits, Sales by Eric Silverman

Have you ever seen, around Thanksgiving, a TV commercial for the local car dealer that says, “Come in for a test drive, and receive a free 30-pound turkey. No purchase necessary.”? There’s a reason they make those crazy offers. It works, and it happens all the time. In the insurance world, I encourage advisers to follow suit — within their …

Jimmy Fallon Shouldn’t be the Only One Writing Thank You Notes!

In Careers & coaching, Enhanced Benefits, Sales by Eric Silverman

Have you ever considered sending a handwritten note to thank a prospect for hanging up on you? One of my favorite comedy bits on the new Tonight Show Starring Jimmy Fallon is his Friday night “thank you notes” segment. Sure, they’re hilarious and witty, and the musical interaction with his band member and his cohost is comedy gold, but what I like …

When it comes to sales staff, is more better?

In Sales by Eric Silverman

We all know that when sales are down benefit agencies commonly hire more sales people. I was probably as guilty of this as anyone for more than a decade. But just because it’s a common practice, doesn’t always make it the best idea. I was part of and even led an organization that recruited more new inexperienced agents in a …

When it comes to referrals – don’t be afraid to ask

In Sales by Eric Silverman

So you’ve found what I call your “owner advocate,” that decision maker on your client’s team who believes in you and what your products and services stand for. Now what? Why not tap your advocate for referrals to other potential clients within their professional and personal network? These are people who would gladly meet with you, if the introduction is …