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.

Let Silence Sit

Most financial services professionals work hard to be seen by their clients and prospects as someone they can trust. The goal is to be a trusted advisor who is knowledgeable, that understands their needs and has a solution that can solve those needs. This leads to a lot of education,...
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The Power Of The Follow Up

When it comes to sales, it’s easy to assume the worst when a prospect isn’t getting back to you. You might find yourself thinking negative thoughts such as: If they were interested, they would answer. I left the ball in their court, but I think it’s a no. The price...
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Sales Training For Your Team

How do you train your team to be more sales focused? Whether you are looking to add a sales associate or simply want your service team to do more cross-selling, training sales is an important piece of running a successful agency. When an agency is first emerging it’s natural that...
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Selling More Life

Most advisors get into the financial services industry because they care about protecting their clients. And that protection includes protecting what your clients care about, or rather what they love. For some that might be assets, it might be a lifestyle they want to be able to maintain into retirement,...
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Block Your Time For Prospecting

Although most financial services professionals know how important prospecting is, it’s still the activity that gets pushed aside. The reasons for not prospecting vary, but can include service issues, training, focusing on other lines of business, and even procrastination. There’s a simple, but effective way to ensure that your business...
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Curiosity Leads To Success

How curious is your team? In the financial services industry, it pays to be curious. When your team is curious it creates opportunities to better understand the needs of your clients. This leads to more sales, but also better service.  By asking more questions and taking the time to...
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