Checkmate
Beat the Myths and Win the Game
by
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So why do so many agents struggle at cross-selling? There is a very simple answer. As a matter of fact, it is so simple that it is hard to imagine that agents actually struggle with it. Let's compare the process of cross-selling to a chess game. In chess you have what is referred to as an opening or beginning moves.
The first few moves in the chess opening lay the foundation for every chess game. This same philosophy is true for insurance agents selling in the senior market. All agents have opening moves in their presentation. These moves lay the foundation for their presentation.
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Book Details
About the Book
Insurance sales can be a rewarding and lucrative career, but you have to know how to cross sell.
Jerry L. Smith, who has been selling insurance since age nineteen, says that vital skill is what separates the top producers from the rest of the pack. Learning to sell multiple insurance products simultaneously can seem challenging, but if you use a strategy similar to playing a game of chess, you’ll win every time.
In this guidebook to selling insurance, you’ll learn how to:
embrace Scenario selling;
begin and end sales presentations;
overcome self-imposed limitations; and
separate the Sales Myths from the Sales Facts.
Just like in chess, in sales, you have opening moves—and the first few moves you make with a prospect lay the foundation for the rest of your presentation, including the all-important close.
Whether you’re just starting out in insurance sales or are already a hardened veteran, you’ll generate success for yourself, your company, and your customers by learning the strategies in Checkmate.
About the Author
Jerry L. Smith has only had three careers during his lifetime. He delivered newspapers in middle school, worked in a department store in high school and began selling insurance at the age of nineteen. He operates JLS Sales Academy, which seeks to empower insurance agents with sales knowledge that will change their lives. Mr. Smith currently lives in Canton, Ohio.