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Have you ever considered what just one customer is worth to your business over a five to ten year period or longer? Carl Sewell is one of the nation’s leading Cadillac dealers. In his book, Customers for Life, Sewell calculates the amount of revenue an auto dealer could realize from an average buyer if the dealership could keep the customer for life. Would you believe $332,000? And that’s just one customer! In this article, Vicki Lenz shares her top 10 reasons for creating customer loyalty.
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WHAT ABOUT THE YEARLY ACCOUNT REVIEW? by Grace Bauer Have you ever thought about completing a yearly account review of your insureds in Commercial and Personal lines? You might be thinking,...
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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...
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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...
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WHAT GETS MEASURED GETS DONE: ENHANCE INTERNAL SERVICE by Troy Campbell A common complaint from customer service representatives is: 'We are ordered to provide excellent service, but when ther...
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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.
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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 ...
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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.
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No matter how hard you try, customers will find fault with you or your staff. How you handle those complaints will determine your account retention and customer satisfaction rate. Here are three key guidelines to help the cause.
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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.