Benchmark Business Group

Sales - Page 4

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.

Are You Over Zoom Meetings?

Zoom Exhaustion. In current times, we have heard from many financial services professionals that they are exhausted by the number of Zoom meetings on their calendar. Yet, at the same time, they can’t wait to be back to face-to-face meetings. It’s not the number of meetings that’s exhausting, it’s the...
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COVID Prospecting

How do you prospect, in a world where social distancing is the new norm? Networking, stopping into businesses to introduce yourself, and being involved in the community has changed overnight. Many financial services professionals are asking, “What does prospecting look like now?” Yes, things are different, but for the most...
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Compelling Reasons to Meet

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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Why People Buy

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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2020 Prospecting that Works

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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Too Much Too Soon

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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