#003: The Five Set Sales – Tim Martin & Moe Sullivan [Podcast]

The Five Set Sales

It never ceases to amaze me!  New and veteran agents often try to make the wrong sale at the wrong time.  It is critical that, as a Voluntary Benefits salesperson, you know exactly where you are in the sales process and are focusing on the right sale.  Several years ago I broke down the Voluntary Benefits sales process into 5 distinct sales.  Since that time I have taught literally thousands of VB sales people to stay focused on the sale they are currently on.  When they maintain this focus, their results have been nothing short of astonishing!


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The 5 sales we have to make:

  1. The Appointment
  2. The Employer Presentation
  3. Access and Control
  4. The Employee Presentation
  5. Referrals

In today’s podcast Moe and I:

  • Break down the five sales we must make over and over again.
  • Why sales and baseball have so much in common.
  • How the third sale (Access and Control) will get you in as much trouble as using your middle finger on the freeway.
  • The fact that I don’t know the life-time batting average for Edgar Martinez, the Seattle Mariners’ great designated hitter.  (I said it was around .330 and it was actually .312  It would have definitely been much higher, but he batted “just” .302 his last couple of years when he was in his 40’s.)

If you allow this lesson to get “deep down in your soul” your chances for success will go up dramatically.  As always, I’d love to hear your thoughts and answer any questions you might have.  I promise to reply to  EVERY comment/questions.


Tim Martin

Author: Tim Martin

Tim has spent the last 22 years in the VB sales world. During that time he has recruited and trained over 2,000 agents to get people to do what they should, but wouldn't do if we didn't come along. In addition to his leadership rolls at the two largest VB carriers on the planet, Tim has worked with outside organizations through consulting and sales coaching. His energetic and humorous key note addresses have also inspired and electrified audiences throughout the United States. Currently Tim is also working on his first book "Success Is Voluntary." Tim and the lovely Dizzy D reside in Peoria, Arizona. They have been married for 29 years and are the proud parent of two gorgeous grown young women, Brittny 27 and Victoria 25.

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