WHAT DO CLIENTS NEED? THAT DEPENDS ON THE CLIENT by Mary Beth Bolen Your job title is customer service representative (or customer service agent) -- but just what does that mean? What is the ex...

WHAT DO CUSTOMERS WANT? by Chris Burand Visitors to www.ebix.com , an insurance portal Web site, were asked what their top concern was in purchasing insurance. As many as 56% of respond...

WHAT DO LIFE CUSTOMERS EXPECT? There might be some surprises in an article addressing this question which appeared in Resource, the magazine of the Life Office Management Association (LOMA). Based on...

Is selling the same as prospecting? Is selling the same as quoting?

No to both questions. In the insurance business, selling is comprised of two components, but neither of them involves prospecting or quoting.

Selling today is filled with contradictions. E-mail enhances our connectivity, but the number of E-mail messages is often so overwhelming that they go unanswered. Voice mail brings us together, but voice mailboxes are often clogged.

WHAT MAKES YOU SPECIAL? by Pegi Flahault 'So, tell me a little about yourself.' Remember how important an intelligent and succinct response to that question was when you were out job ...

Far from just another sales technique or gimmick, Productive Selling Attitude (PSA) is a fundamental approach to making sales.

PSA is emerging from a clear understanding of how customers think, as well as from the expectations of suppliers and vendors.

Only those who are brutally honest with themselves really make it in sales - this means admitting that it is getting more difficult to "make the sale."

The obstacles to success are everywhere. Automated telephone systems serve as an impenetrable wall. The fear of making a wrong decision creates endless delays and false starts.

Knowing what customers expect may be the most important key to successful selling. While every customer is interested in getting an appropriate price, many salespeople seem to think that price is the primary issue. As a result, they lead with price and seem to base most of their sales presentation on cost issues.

Are your office meetings successful or ineffective? Without proper planning and execution, they can end up wasting everyone’s time. Jack Fries offers solutions to nine common problems that can arise in office meetings.

Unfortunately, all too many office meetings get off track all too easily. Check out this list of common meeting headaches and how you can avoid them: