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🔥How to Promote / A Selling Strategy That WORKS!

{WARNING: this is a 30-min session}If you’re struggling with getting prospects into your sales funnel process, this will help you tremendously. Selling is an extremely difficult skill set to master. Especially in today’s world where attention spans, and time constraints have never been worse.If you’re open to some new ideas, I encourage you to listen to the session as John explains how he shifted part of his strategy to promoting. Not promoting himself. Not promoting the company. But promoting something else.

#1 Mistake Producers Make

Sales, business development, new client acquisition. For anybody responsible for bringing on new accounts in the employee benefit sector this podcast is for you. This will help prevent the number one mistake I made for years and once I corrected it, my results improved dramatically.

Selling is HARD ~ Pitching is EASY (2.9)

NEXT STEP. So you are about 20 minutes into your call and then you panic. Where do you go next? What do you say? Is it their choice or your choice? Use this technique and you will relieve stress and anxiety for you and also the other person. 👊🤟🔥

Selling is HARD ~ Pitching is EASY (2.8)

4 AREAS … OF PAIN. By pain I mean, what is the issue challenge or problem or annoyance that you will determine if it’s worth solving for the client or not. There are lots of problems and challenges with every employer group. Don’t get distracted by getting into the weeds. Focus on just 4 and your conversations will be easier to handle.

Selling is HARD ~ Pitching is EASY (2.7)

ATNE (pronounced at-knee). Average total number of employees. Get familiar with this term because every single health insurance carrier will be asking you about it. Plus, it will allow you to have more meaningful conversations with prospects.

Selling is HARD ~ Pitching is EASY (2.6)

SIZE MATTERS. OK this is a cliché phrase that’s overused a lot. However, understanding a few basic definitions will become your best advantage when talking with others, as you will educate them and become a subject matter expert very quickly. FTE. ALE. Small Group. Mid Market. Large Group.

Selling is HARD ~ Pitching is EASY (2.5)

COMPETITION. This is your biggest competition. Failing to understand this before each and every interaction is in my opinion the number one reason why deals are lost during the first appointment.

Selling is HARD ~ Pitching is EASY (2.4)

PEPY (pronounced pep-eee). Per employee per year. When your doctor takes your blood pressure at the beginning of your visit, it tells them key things about your health. The same is true with PEPY. This tells you as the advisor some key facts about what’s going on right at the beginning.
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