Acquiring a new customer is expensive. In 2014, Adam Klauber, an analyst from William Blair & Co., an investment bank and financial services company, determined that direct insurers …Read More
We all use shortcuts for coming up with answers quickly so we can get the job done as quickly as possible. But in sales, this leads to believing …Read More
Vince Lombardi, the great Green Bay Packers coach, once said that football comes down to two things: Blocking on offense and tackling on defense, and those are the …Read More
Sales pitches are shortcuts that save time and don’t require thinking. They’re the stock in trade of people who sell annuities, life insurance and related products, rolling …Read More
“Hi, Mrs. Klopp, are you the decision maker in your family?”
“Are you familiar with our patented comfort technology?”
“Will your husband be joining us tonight?”
Insert eye …Read More
After spending 20 years in sales with corporate America, I have determined that a good sale is like baking a cake.
What? You don’t agree with me? Check this out.
Text messaging may be a less satisfying communication option — due to its emotional superficiality, the inability to decipher nuance or sarcasm, and its use to avoid actual …Read More
COMPLETE THIS TRIO OF PHASES AND YOU WILL GAIN THE FAVOR — AND BUSINESS — OF THE PROSPECT.
BY BARRY SEIGERMAN
Highly successful insurance salespeople …Read More
This article was written by Joanne DiNunzio and originally appeared on InsuranceJournal.com
To say that most new producers don’t hit the ground running is an understatement. …Read More