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Remember, as salespeople we want to hear objections. When buyers send out these signals, they're giving you clues about their interest. Give the buyer a chance to make the decision based on the information you've provided. If you've done a good job throughout the sales process, the objections you hear should enable you to reconfirm your value to the buyer and close the sale.
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OFFENSE OR DEFENSE? CONVERTING MANAGEMENT PROBLEMS TO OPPORTUNITIES by Virginia Bates The great teams in any sport succeed with a great offense that gets them points. While they ne...
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OFFLINE PROMOTIONAL METHODS by Patricia Berry Are you wasting valuable marketing efforts? Patricia Berry talks about how to get the most from your promotional efforts, both online ...
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ONE-MINUTE WEB ADVICE by Jack Fries Your Web site is the first thing that many people will ever discover about your business. In this document, Jack Fries tells you how to make ...
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ONLINE EDUCATION FOR RISK AND INSURANCE PROFESSIONALS By Marcus Covas Griffin Communications, Inc. According to a Wall Street Journal article, theres been a dramatic increase in the number o...
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ONLINE INVOICES GET PAID TWICE AS FAST by Steve Anderson Web-based invoices that give recipients the option to pay online result in payments being made twice as fast as those that don...
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ORGANIZING TO SUPPORT THE SALES EFFORT by Carol Hammes At some point, it becomes essential to step back from the situation and evaluate whether the organizational structure and job descr...
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OUT OF THIS WORLD: TAKING ADVANTAGE OF NEW TECHNOLOGY (PART I) by Steve Anderson This article (first in a two-part series by Steve Anderson) provides an update on some of the ...
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OUT OF THIS WORLD: TAKING ADVANTAGE OF NEW TECHNOLOGY (PART II) by Steve Anderson This article (second in a two-part series by Steve Anderson)provides guidelines on maki...
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OUTSOURCED CLAIMS MANAGEMENT ONE WAY FOR AGENCIES AND CARRIERS TO REDUCE COSTS AND IMPROVE SERVICE by Paul Di Stefano and G. Edward Kalbaugh Within most agencies and insurance companies, cla...