What are your clients hearing and thinking?

If this is what they look like when you are selling. You might want to try asking questions and then listening to the answers. Encourage them to speak, to open up and tell you the real issue. 2/3 of the people will tell you something different than the real objection. This is why asking  the magic question is so important " Why?"

This simple but direct question " Why?" works beyond your wildest dreams to encourage dialog. Allowing you to address the real issue of the objection.

1. Ask questions
2. Listen
3. Do it again

Success In Selling

The most important secret of salesmanship is to find out what the other fellow wants, then help him find the best way to get it.

There is only one way under heaven to get anybody to do anything. Did you ever think of that? Yes, just one way. And that is by making the other person want to do it. Remember, there is no other way.

When you show a man what he wants, he will move heaven and earth to get it.

David Mark Decherd_ Aflac Open Enrollment

Aflac at work.

When a policyholder gets sick or hurt, Aflac pays cash benefits fast. For six decades, Aflac insurance policies have given policyholders the opportunity to focus on recovery, not financial stress. In the United States, Aflac is the leader in voluntary insurance sales at the worksite. Through its trailblazing One Day PaySM initiative, Aflac U.S. can receive, process, approve and disburse payment for eligible claims in one business day. In Japan, Aflac is the leading provider of medical and cancer insurance and insures 1 in 4 households. Aflac insurance products help provide protection to more than 50 million people worldwide. For 10 consecutive years, Aflac has been recognized by Ethisphere as one of the World's Most Ethical Companies. In 2016, Fortune magazine recognized Aflac as one of the 100 Best Companies to Work For in America for the 18th consecutive year and included Aflac on its list of Most Admired Companies for the 15th time, ranking the company No. 1 in innovation for the insurance, life and health category for the second consecutive year. In 2015, Aflac's contact centers were recognized by J.D. Power by providing "An Outstanding Customer Service Experience" for the Live Phone Channel. Aflac Incorporated is a Fortune 500 company listed on the New York Stock Exchange under the symbol AFL. To find out more about Aflac and One Day PaySM, visit aflac.com or espanol.aflac.com.

Aflac

Aflac

Aflac Awards David Mark Decherd Silver Star in the Triple Crown.

The Silver Star Award gives recognition to second-year producers who produce $75,000 gross annualized premium during their 53rd–78th weeks (first 26 weeks of the second year) from the contest start week. Each qualifier will receive a Fireball/Star Awards plaque (if he or she did not qualify for a previous Fireball/Star Awards Contest), along with a plate to recognize the Silver Star qualification and your choice from the awards catalog.

At Aflac, there are rewards that honor leadership and rewards that honor consistency. The Triple Crown award honors your heart. As a new agent, we know the challenges you face. Triple Crown honors those new associates who have the desire, will and grit to succeed. You can use the examples in this document as handouts for your team, so they can follow along with the rewards as you describe them.

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Aflac Longterm Care

Aflac Longterm Care

A Better Way

Selling or consulting, is there a better way? 

How B2B Sales Can Benefit from Social Selling