What makes you special? The remix…

You are special aren't you?

In sales, you must answer all objections, spoken or not. -Tim’s sales axiom #16

Standing Out

Whenever you are meeting with a prospect, the largest unspoken objection/question they have is, “What makes you and/or your product special? Why should I spend my time, money and attention with your company?” Most salespeople try to build their presentation around this question but use platitudes. “Our service is unparalleled.” “We have superior products.” “Our biggest competitive advantage is our people.”

The problem with these platitudes is

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#042: Provisions Of A Voluntary Benefits Policy

Tim Martin and Steve Savant - Part 3

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I recently appeared on Steve Savant’s Money, The Name of the Game. This is episode 3 of a 5 part series regarding Voluntary Benefits. Below are excerpts from the press release announcing this episode. You can listen to the audio as a podcast or watch the video that appears at the bottom of this page.


Press Release

There is a myriad of choices for the consumer to choose from when it comes to

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Can I Vent For A Second?

Most outgoing voicemail messages SUCK!

Today’s blog post may or may not help you, but I promise it will make me feel better! And it’s a lot cheaper than an appointment with my therapist.

Annoyed man on phone

You are a sales PROFESSIONAL, right? So why do so many “professionals” have horrifically bad outgoing voicemail messages? It drives me bat $#*! crazy.

If you ask anyone who has ever worked for me,

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#041: The Basic Types Of Voluntary Benefits

Tim Martin and Steve Savant - Part 2

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I recently appeared on Steve Savant’s Money, The Name of the Game. This is episode 2 of a 5 part series regarding Voluntary Benefits. Below are excerpts from the press release announcing this episode. You can listen to the audio as a podcast or watch the video that appears at the bottom of this page.


Press Release

Once the consumer is ready to sit down with a Voluntary Benefits agent, they need to understand the types of policies that may be available and how they

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Later… Liar

Do you lie every day?

I didn’t coin the phrase “Later – Liar.” It was something I heard in a speech by a senior leader of a very large Voluntary Benefits insurance carrier. I will not reveal their name to protect the innocent-ish. It took me a few days for it to really sink in, but once it did it has haunted me ever since.

Later - liar woman with pinocchio nose

I don’t know about you, but I often promise something in the moment and then forget (or choose not to make it a priority) to deliver on time.  Douglas Adams, author of The Hitchhikers Guide to the Galaxy, once said, “I love deadlines. I love the whooshing noise they make as they go by.” I can relate.


When I Say:

“I’ll get that report to you in a bit,” it really means,

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#040: The Need For Voluntary Benefits

Tim Martin and Steve Savant - Part 1

Play
Tim Martin and Steve Savant

I recently appeared on Steve Savant’s Money, The Name of the Game. This is episode 1 of a 5 part series regarding Voluntary Benefits. Below are excerpts from the press release announcing this episode. You can listen to the audio as a podcast or watch the video that appears at the bottom of this page.

Press Release

The true need for Voluntary Benefits hasn’t changed in the last 25 years. The perceived need is greater

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You Are Not Going To Like This

Lack of Time vs. Lack of Priorities

I don’t know if you noticed, but as Americans, we are busier than ever. More things are competing for our time. There has been an insidious spread of bringing work home via our smartphones. Constant access to email and texting has irreversibly blurred the line between work and home life.

Dr with hour glass

The fact that we take less vacation time than any other industrialized nation on the planet has been well documented. 54% of Americans end the year sacrificing multiple days of unused vacation time. What choice do we have? To stay competitive,

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#039: Gary Hoy – Jump In The Pool

The Water's Fine

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I think Gary Hoy and I are twins (fraternal) separated at birth. We live almost as far away from each other as possible and still be in the contiguous United States. He is in Buffalo, NY and I am in Phoenix, AZ.  Despite the difference in geography, we share many of the same experiences, beliefs and philosophies in sales and sales training.

Gary reached out to me last week to ask me some questions about the Success Is Voluntary website. He wanted to better serve his audience and loved what we are doing here.

The longer I talked to Gary (and it was a while… we both like to talk… lol) I felt that I had to get him in front of my SIV tribe. Gary speaks and trains sales people all over the country for fortune 500 companies and large associations. His almost singletary focus is on getting salespeople

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Are You Running a Deficit? By Bryan Yager

An Article I Wish I Wrote

“The way to develop the best that is in a man (woman, child, employee, any person who is important to you) is by appreciation and encouragement.” – Charles W. Schwab

Bryan Yager sent out the following article to his tribe as part of his Monday Morning Minute series.

I  met Bryan 14 years ago while living in Boise Idaho. We hit it off immediately as we share many of the same business philosophies and beliefs. Over the last 5 years I have twice hired Bryan to work with my leadership team. Both times he absolutely crushed it! Bryan appeared on the Success Is Voluntary podcast 4 years ago (listen here) to talk about the importance of strategic planning. The comments and feedback were incredibly positive!


Are You Running A Deficit?

Sometime today, take a brief minute to reflect on the most important people in your life, both personal and professional. It is likely, even probable, that one or more of those people are discouraged by something going on in their life, right now, as you read this short commentary. Think about it, almost all

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#038: SIV Joe McCormick – Everyday Development

What are you doing to get better?

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I have been absolutely sold out to the idea of personal development for the past 25 years. My friend and mentor Les Heinsen (and two time SIV Podcast guest) told me many years ago, “All growth begins with personal growth.” I believe him.

Every now and then I meet someone that is as fanatical about personal development as I am. Joe McCormick is one of those people! Joe contacted me for the first time about two weeks ago due to a blog article I had written. We hit it off immediately and I was thrilled to get him on this week’s podcast. The more time I spend talking to Joe, the more I believe in his mission and the platform he is building. I hope you enjoy my conversation with Joe as much as I did!

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What Makes You So Special?

The Surprising Answer Of High Performers

“What makes you so special?” It’s a question that is asked of high performance sales people all the time.

Of course it never is actually asked like that. It usually sounds more like, “What is the secret to your success?” Sometimes it is asked with honest curiosity. More often though it is asked with an underlying current of jealousy. As in, “I’m smarter than you. More educated than you. Why are you more successful than I am? There has to be a reason…” But people can’t just come out and say that  of course, so they ask,

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