Episodes

  • 10x Your Closing With These Insights

    10x Your Closing With These Insights
    May 14 2024

    In this conversation, John and Miranda discuss strategies for handling the objection of needing to think about a sales offer. They role-play different scenarios and provide tips for overcoming this objection. They emphasize the importance of being assumptive, redirecting the conversation back to the application, and addressing the client's concerns. They also mention the significance of generating emotion in the sales process and the value of offering different options to meet the client's needs. Overall, the conversation provides practical advice for sales professionals to effectively handle the objection of needing to think about an offer.


    Takeaways:

    Be assumptive and redirect the conversation back to the application

    Address the client's concerns and offer different options to meet their needs

    Generate emotion in the sales process to increase the likelihood of closing the sale

    Remind the client that you have done the research and have access to multiple carriers

    Don't push too hard, but assure the client that you are doing the right thing
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    21 mins
  • The Art Of Selling Final Expense & Critical Period Protection

    The Art Of Selling Final Expense & Critical Period Protection
    May 7 2024

    In today's conversation, John and Miranda discuss the concepts of critical period and equity protection in insurance. They explain how to determine which type of coverage is appropriate based on the client's situation and needs. They emphasize the importance of understanding the client's financial situation, including their mortgage balance, home value, and monthly bills. They also discuss the impact of social security on the client's income and the need for burial coverage. The conversation highlights the significance of creating a purpose behind the insurance plan and the value of bundling different types of coverage to meet the client's specific needs.


    Chapters

    00:00 Introduction and Reflection on Past Trips

    02:50 One Year Anniversary of Don't Suck at Sales

    07:09 Explaining Critical Period and Equity Protection

    10:07 Understanding the Impact of Social Security

    13:01 Fact-Finding Process to Determine Coverage Amount

    24:01 Offering Accidental Death Coverage for Mortgage
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    26 mins
  • Busting Through Surface Level Responses

    Busting Through Surface Level Responses
    Apr 30 2024
    Join us in today's episode as we explore effective tactics to get past the initial, superficial responses in sales discussions. Learn how to ask the right questions and use active listening to uncover the real needs and desires of your clients. Perfect for salespeople looking to build trust and close more deals with meaningful conversations!
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    16 mins
  • The Ultimate Investment with Special Guests Nate Auffort & Cody Askins

    The Ultimate Investment with Special Guests Nate Auffort & Cody Askins
    Apr 23 2024
    Join us as we engage with sales experts Nate Auffort and Cody Askins! In this episode, we delve deep into proven sales techniques and the personal success stories of our guests. Learn from the best and gain insights that can transform your sales approach and results. Email us to join the team! Miranda Martin: miranda@mirandamartin.com John Ziller: jziller.sfg@gmail.com For more info on the upcoming SWAT Event May 16th - 18th: https://rebrand.ly/SWATMay2024 For all things SWAT: https://myidecide.net/ZBQ7FN
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    24 mins
  • How to Win by Being a Bubbly A.S.S.

    How to Win by Being a Bubbly A.S.S.
    Apr 16 2024
    Join us in this insightful session where we decode the formula to winning in sales by being a "Bubbly A.S.S." - Agree, Solution, Script. This 15-minute video is packed with actionable tips and real-life applications that will transform how you approach sales, making you not only likable but also tremendously effective. The Special Pricing & 2 month pay plans for the SWAT EVENT on May 16th-18th ends on Monday April 15th! Grab your discounted ticket while you can: https://rebrand.ly/specialpricing For more info on the upcoming SWAT Event: https://rebrand.ly/SWATMay2024 For all things SWAT: https://myidecide.net/ZBQ7FN
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    16 mins
  • Top Secret Tips on Handling No Shows

    Top Secret Tips on Handling No Shows
    Apr 9 2024
    Join us in another episode where we dive deep into strategies that can make or break your sales game. In today's episode, we're tackling a challenge every salesperson faces: no-shows. 🔑 What You'll Learn: • Why no-shows happen and how to reduce their frequency. • Top secret tips from industry experts on handling no-shows effectively. • Strategies to turn a missed meeting into a future opportunity. • Real-life examples and actionable advice to boost your sales resilience. This episode is packed with insights that will help you minimize the impact of no-shows on your sales pipeline, so don't let missed appointments derail your success. Tune in and learn how to navigate these situations with confidence and tact.
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    16 mins
  • I Don’t Want to Get Fired

    I Don’t Want to Get Fired
    Apr 2 2024
    In today's episode, we delve into mastering sales with a focus on overcoming objections, perfecting the sales presentation without rushing, and the strategic importance of not skipping steps in the sales process. We cover practical advice on handling price discussions with the innovative "DOT system" (Deflection, Objection, Takeaway), ensuring value is communicated effectively before diving into numbers. This episode is essential for both seasoned sales professionals and newcomers, offering valuable insights into maintaining confidence, navigating sales presentations skillfully, and achieving mental victories in challenging situations. Join us to elevate your sales skills to new heights!
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    18 mins
  • Overcoming “I Don’t Need It!”

    Overcoming “I Don’t Need It!”
    Mar 26 2024
    This episode dives into the delicate art of handling objections without ever putting your clients on the defensive. We also stress the importance of memorizing your stuff! Being intimately familiar with your material allows you to navigate objections smoothly and confidently. Tune in and unlock the secrets to mastering sales objections with finesse.
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    17 mins