Benchmark Business Group

Sales

Insights on the activities that drive the process of collaborating with and managing the decisions of qualified leads to purchase products and services.  These are great articles for Financial Advisors, Sales Associates, and Service Associates.  Examples: Prospecting, Cold Calling, Your Sales Process, Sales Techniques, etc.

June 2, 2020

In the financial services industry, there’s always a focus on numbers. Revenue numbers. Prospect numbers. Conversion numbers. Numbers can be discussed so often they lose any real meaning. Yes, you’re making progress, but how many reports do you have to look at to find out your metrics? How easy is...
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May 5, 2020

In sales, each person has their own formula for reaching their sales goals. It is easy to assume that your formula is always the same, but it may need to change based on factors such as the economy and even your own skill set. With so much going on in...
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April 21, 2020

With current quarantine and social distancing practices in place, financial services businesses have both an opportunity and a problem. The opportunity is that your prospects and clients have more “free” time than ever before. The usual activities that make it hard to get prospects and clients to commit to a...
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February 18, 2020

This month we have a simple challenge for your entire team, but before we get to the challenge let’s see how well you relate to a common agency issue. From our clients, we often hear the word - “busy.” It’s busy. I’m busy. We’re too busy. And it makes sense....
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February 4, 2020

Looking for ways to quickly improve your sales skills? We already know people buy on emotion and not as much on logic. You can make this work for you by drawing out your prospect's emotion in your sales process. A great way to bring emotion into your sales process is...
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December 3, 2019

A common problem in many agencies is that lead generation isn’t a consistent habit. The list of activities that can get in the way of lead generation is vast and stretches from call reluctance, or procrastination, to actual client issues that need attention. Some of the excuses are indeed activities...
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November 19, 2019

A common sales mistake is asking for too much, too soon. Especially in financial services, your sales process has many steps where a prospect needs to make a decision to continue. For instance, a new lead has to make the decision to say yes to talk to you. Then ideally,...
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October 15, 2019

Improving sales skills is a hot topic in the Financial Services industry. There are hundreds of classes and books around the subject, including our own material, which we recommend. Yet, one of the easiest and simplest ways to improve sales skills is often overlooked. To see the value of it,...
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September 17, 2019

Since this is Life Insurance Awareness Month we want to spotlight a well-known, but often skipped, technique to improve your sales skills. We are referring to the dreaded "Call Audit" using recorded calls. It’s a technique that many dislike. And while we understand that it can be uncomfortable to listen...
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September 3, 2019

Welcome to Life Insurance Awareness month! When the general public hears “life insurance” they immediately think about the benefits that occur once they’ve passed away, or Death Benefits. What most people, not immersed in the industry, often don't know about - or discuss - are Living Benefits. Both need to...
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