Andy NearyI help insurance professionals turn brand awareness into business growth.

#1 Tip To Close More Sales

15 Jan 2024 · 1 min

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0:54

Andy Neary presents a brief video advising sales teams to adopt an "offensive" sales process rather than a defensive, reactionary one. He argues that defensive processes cede control to prospects and reduce success; instead, keep the process simple and ensure every team member follows it. Practical recommendations include: simplify the process and enforce team-wide adherence.

Chapters

A repeatable sales process makes it easy for your prospects to hire you. It's a way you play offense with your sales process. Too many sales processes today are defense. You're doing everything you can preparing yourself for the no, preparing yourself for the objection. And your whole process is defensive. This is why you're not setting yourself up for success. You're giving the prospect all the control, and everything is done in a reactionary mode instead. We want to go on offense with our sales process. So here's a couple tips to make your sales process more offensive. Number one, Keep the process simple to follow. Number two, Got to make sure everyone on your team follows that process. If you're an agency owner or a sales manager listening in right now, everyone on your team has to follow the sales process.