Keith Lewis

Are you selling to the “FUD Factor?”   Are your es reps successfully selling against low priced competitors by selling to the “FUD Factor?” \   There's an old sales concept that's still effective today called selling to the FUD factor. FUD stands for FEAR, UNCERTAINTY or DOUBT.   What are you doing to make sure your team are raising these fears to their customers? Fear, uncertainty, and doubt in making new decisions, trying new products, or dealing with new ventures?   Effectiveness in selling today, and the way we gain a competitive advantage, is based on lowering your buyer’s risk factors in doing business. One of the ways we can lower their risk factors is to make sure we eliminate any fears they have, any uncertainties with this decision, or any doubts they have. So really, it's focusing on customer benefits by selling to the FUD factor.   Think helping your team sell to the “FUD Factor” could help increase thir competitive edge?   Today’s video talks about selling to the FUD Factor and how it can help you differentiate your higher priced value, by lowering their risk and making their life a lot easier. This is one of the best ways to help your team sell even more!   Want an even easier way to follow my three-a-week videos…all aimed at helping you and your team to sell even more? Subscribe to my weekly LinkedIn newsletter to stay updated on last week’s video posts.   https://lnkd.in/gTR2E-ey   #PanceroVids #SalesManagement #SalesLeadership #UID

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Legacy insurance agencies have a problem on their hands. Their major producers are close to retirement, and the relationships they've built are slowly fading. Acquisitions will supplement growth, but they need to find a better way to ramp up new agents. It's tough to focus on building a book while managing one (even with an account team). Hunting and farming require different skills. Getting the tenured brokers to partner with the new ones is challenging. Different sales strategies, busy schedules, and trust stand in the way. So what's the solution? It combines creating a uniform sales strategy, training capabilities, and building trust. And I almost forgot they need to leverage sales tech stacks. I'm still surprised to hear that legacy brokers don't use or have limited use of sales tech. Independent agencies will capitalize on the gaps if legacy brokers don't catch up. What did I miss?

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Make sure your business is prepared for a cyberattack. Align your Incident Response Partner with your insurance policy BEFORE an incident.

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Pretty much all of cyber insurance sales is focused on benchmarking, risk transfer, claims examples, etc. It's all about avoiding pain. What if we shifted the focus from avoiding a negative to gaining a positive. Here's a few thoughts. Think about client perception. For companies of all sizes, it's always in your best interest to at least look like you're prepared, you care, and are professional. You take what you do and your ecosystem of partners seriously. By purchasing cyber insurance, it shows that you care about your clients and partners, it shows that you're professional, and it can help you legitimately win contracts. I might have some bias here, but any vendor of mine that doesn't have a robust cyber insurance policy in place is either ignorant or doesn't truly care about the losses that I might experience if they were negligent, experienced significant downtime, had a BEC event that led to invoice manipulation, etc. My realtor had a note in his signature about "cyber scams" and to be careful. What if he was able to market his robust cyber insurance policy as an extra layer of protection to his clients to show his care and commitment. Perception is huge. I inherently trust the dentist that has a nice big beautiful office more than the dentist in a strip mall with worn out 90s decor. The dentist in the strip mall could be a wizard of a dentist, but perception is powerful.

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Most buyers hate salespeople. They are worried about getting lied to or them using sleazy sales tactics. This is why I like to be very direct with prospects. I find that the more radically transparent I am, the more trust is built. Check out this recent example in this clip. Repost if you agree♻️

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Having been a Sales Manager before I know the amount of plates that you spin and the lack of time you have Other than going off my own intuition during 1-2-1's, I didn't know EXACTLY where I should be spending time and resources to support my team Because we all know that just looking at CRM data is only a piece of the puzzle.. So when you're looking at the end result e.g. closed won revenue, it's too late to impact it That number you see tells you the 'What' but not necessarily the 'Why' you didn't hit Quota. Understanding exactly WHY that number or outcome was impacted, is paramount in today's world of sales. To know the 'Why' Sales & Enablement leaders need to know the specific selling behaviours correlated to that performance data. So as a manager, you can identify the biggest gaps that impact performance, and know EXACTLY where to focus your coaching efforts. Imagine if you could: ✅Prioritise selling Behaviours that are most impactful to success ✅Personalise skill development based on the above insights ✅Prove the link between efforts and outcomes!! The Accelerate Sales Performance System has got your ‘Why’ covered! Link in the comments to learn more👇🏻 #sales #salesmanagement #salesenablement #salescoaching #salestraining Richardson Sales Performance

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Surprise! OSHA IS COMING!! #Safety is no accident, and #OSHA takes safety seriously. Fines can add up quickly if you are not in compliance with workplace safety laws. Check out this excellent guide on how to be prepared, and what to expect during an OSHA inspection. #KIMINSURANCE Liberty Insurance Agency #safetyisnoaccident #workplacesafety #workerscompensation

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What's your ALS? Bill's 18 year old manufacturing business was reliant, like most manufacturers would be, on his building standing and equipment functioning to stay in business. When building out his insurance program, his old agent got two-thirds of the coverage equation right. Building and its contents coverage limit - CHECK. Business Income and extra expense coverage - CHECK. Business Income and extra expense limit - FAIL Instead of the $1.2M he needed, he had $600,000 with a 1/6 monthly limit of indemnity. Meaning the most he'd get would be $100,000 per month up to $600,000 total. Returning to meet with Bill for the final proposal, I ditched the fancy slide deck, and opted instead for one piece of paper. It had a picture of burnt down building and three questions. The first, "who would be the first person you called if this happened to you?" Second, "how much would you lose in income if you were out for 1 month, 6 months?" Third, "what would you reaction be if they told you all you'd get is $100,000" That was all Bill needed to see to fire his agent. Is your business reliant on its physical location and equipment to generate income? If so, take the time to review your business interruption and extra expense limits. The broadest coverage is actual loss sustained, usually with a max of 12 months. It's more expensive compared to limited coverages, but the benefit compared to a limited amount coverage (like Bills policy had) is that you remove a lot of the guess work after suffering a major loss. Do you know your ALS limit needed if you suffered a catastrophic loss? Better to know before you need it, than after.

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I imagine this will have an impact in the insurance industry. On the one hand, sales reps and agents working for an agency will be able to change jobs more easily or perhaps start their own agency. It begs the question of course: They can’t take all their customers with them, right?! But on the other hand, employers will have a harder time holding on to top sales reps in an already challenging talent market. It will force employers to focus even harder on work life balance, company culture, and compensation packages. I am sure there will be more info and specifics to come. https://lnkd.in/e8hYzzys

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Today's Slattery Sales tip: 3 things not to do. 💡 Here are 3 things NOT to do early in your complex sale, in order to help you accelerate your deal and protect your margins: ➡️ 1) Don’t tell them about their pain. If you tell the prospect what kind of problem they have and how much it’s costing them, you’ll only end up fighting with them on the numbers. Stay prospect-centric, and let them tell you about their problems. Listen well. 👂 ➡️ 2) Don’t tell them about your solution. If you talk about your solution before you’ve qualified the opportunity, you’ll risk getting sent down the escalator to procurement/I.T./purchasing, and you’ll have a hard time getting back up to the elevation you need to close your sale at high value. (You’ll also risk annoying your prospect, since prospects HATE getting a presentation they didn’t ask for.) Stay prospect-centric and focus on their world, not yours. 🫢 ➡️ 3) Don’t assume they know how to translate your value to their world. If you trust them to do that translation work, it may never happen; they don’t have the time, bandwidth, or experience to do it, and you’ll probably end up with a deadly “think it over” (which means fiction in your forecast) because they can’t entirely piece together what your value will mean for their world, and how it compares to the pain of change. (The status quo is your greatest competitor!) Do that translation ahead of time so you’re prepared to ask the right questions. ❓ Instead: 🔹Let them tell you about their pain. (Ask great questions!) 🔹Keep qualifying. (Avoid premature pitches!) 🔹Translate your value. (Do your homework!) ✨ There’s more where this came from in our new book, “Wimp Junction” – see link in first comments! ✨ #slatterysales #salestips #complexsales // If you're new, welcome! 🤓 I'm Jennica, and I'm passionate about empowering great sellers and companies to win complex sales. Check out the link in the first comment to grab our new book and learn more about what we do. 🥂 //

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Coaching tip for all of my sales managers: Want to know what your rep thinks - listen to their words Want to know what your rep believes - watch what they do #sales #salesmanagment #salestraining

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Reignite your passion for sales with Sandler's complimentary guide, "Why Salespeople Fail...and What You Can Do About It." ️🌟 This insightful whitepaper explores the common pitfalls that hold salespeople back from success, along with practical strategies to help you overcome them and take control of your sales career: https://hubs.la/Q02xH23T0 #SandlerinIndy #SandlerTraining

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People don’t go into sales to be “average”. They go into sales because they want to make it big. 🤩 And yet, 57% of all salespeople miss their quotas. 📉 Why? “Why Salespeople Fail” provides a clear-eyed look at what really holds salespeople back – and what you can do about it. Learn how to: ✅ Address deficiencies in sales systems and management ✅ Align your sales strategy with the modern buyer journey ✅ Meet and exceed those all-important sales quotas Discover a better way to sell. Become the salesperson you always wanted to be. 🏆 Download the whitepaper today! 🔗 https://lnkd.in/erFXNdfC #Sandler #SalesTraining

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how to handle too high price #sales #objectionhandling #overcomingobjections #salestips Get the template for this and more here - https://lnkd.in/ebNq-g5U (clickable link in my bio) #Sales #salestips #salesleader #salesleadertips #ceo #owner #salesemails #salesscripts #prospecting #ae #sdr

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Always appreciative of Eastbridge’s dedication to Sup Health, the survey’s & reporting of useful data. I offer the following commentary on some carrier responses: • Flexibility in plan design and choice are the norm, including a standard offering of multiple plans or flexible benefit amounts to match existing benefits. JL: Standard offerings & matching existing benefits= lack of customization. Standard= Carrier generated plans. Matching existing benefits = matching carrier generated plans. Reality is that 92% of companies & brokers implement carrier created & issued plan designs. If we take the time & care to implement medial plans based on the company, medical claims & other factors then why accept a carrier standard plan design for accident, critical illness and hospital indemnity? • Most carriers surveyed say they make frequent product revisions and updates to remain competitive. JL: “Remain competitive”= making revisions to match other carrier revisions. Adding an infectious disease that has a .001% chance of infecting a person in the US is simply to match a line on a broker spreadsheet that another carrier added. • Claims integration, including coordination with medical plans, is a recent key trend carriers expect will continue going forward. JL: I won’t harp on this but someday there will be a legit conversation about improving loss ratios. Unfortunately it will take federal or state government involvement to do so. Why do we offer accident, critical illness and hospital indemnity? The answer is to help people in their time of need. Id venture a guess that these responses are more common: - to pay for enrollment services - to pay for broker services - to reduce cost on a core line of coverage - to leverage _______ (fill in the blank) - to generate revenue To improve this space, individuals, carriers, brokers & enrollment firms all have responsibility. Where to start? - Transparency. Its a shame sup health avoid the transparency rules? VB compensation should not be a difficult conversation. - Consult on VB. If the broker and carrier see Accident, Critical Illness and Hospital Indemnity as products then how do you think HR will see them? - Stewardship. Spend more than 30 minutes annually discussing benefits that CAN make a real impact in a persons life in their time of need. If I’m diagnosed with Cancer, which means more: - the amount of my deductible & OOP max or - a $20,000 tax free benefit I choose $20k to help with my medical expenses AND with my life. Am I venting? Sure but supplemental health should not be a race to zero, a profit center or a product to check the box. These benefits can and do have REAL value if brokers, carriers and employers see them for what they are.

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