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TWO MAGIC QUESTIONS IN LIFE PROSPECTING by Jack Nordhaus Every great salesperson seems to have a simplistic method of selling --at least, the method seems profoundly simplistic when ana...
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UNDERSTANDING CLIENTS by Steve Anderson Have you ever wondered what makes people 'tick'? Why people do the things they do? And why you, yourself, act and react the way you do? You'...
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It's amazing to think that the first commercial radio station didn't go on the air until 1920 -- KDKA in Pittsburgh for trivia buffs. From that modest beginning, radio has grown to be a ubiquitous presence in our lives.
It wakes you up in the morning and gives you the news. You get in the car, and you probably turn on the radio. It goes to the beach, the ballpark, and the office. It gives everything from "heavy metal" to talk shows to Bach.
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UNLEASHING THE POWER OF CUSTOMER CARE by JoAnna Brandi Do we know who our customers really are? Do we know why they really buy from us? Do we know what their needs and desires are? Do...
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UNUSUAL STRATEGIES FOR CLOSING MORE SALES by John Graham Selling is a tough profession -- and from all indicators, it might not be getting much easier any time soon. T...
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USE CROSS-SELLING TO INCREASE CLIENT RETENTION by Lynn Thomas The more products and services your clients buy from you, the closer your relationship with them. In this document, Lynn Th...
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USE ELECTRONIC FILING TO BOOST SALES, CUT COSTS, AND IMPROVE SERVICE by Jack Fries If youre not paperless, your agency, employees, and especially your customers, are ...
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USE ONLINE TOOLS TO ENHANCE CUSTOMER LOYALTY by Patricia Berry We know that effective service increases the lifetime value of a customer by escalating future sales through repeat...
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One of the biggest frustrations in the world of business is meeting someone, shaking hands, exchanging thoughts and ideas, and promptly forgetting their name. Most articles about this subject are aimed at improving name retention.
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USING AUTOMATION SYSTEMS TO MEASURE CSR PERFORMANCE by Karen Flaherty Your agency management system offers a number of tools for evaluating CSRs. Many agencies are using their aut...