Selling

ARE YOUR CLIENTS' HOME-BASED BUSINESSES COVERED? by James Cuprisin Many people are now running businesses out of their homes. With the advancements in computers and telecommuting technology, ...

ARE YOUR CSRsSELLING MORE YET? by Grace Bauer Are you maximizing your agencys ability to touch your clients? In this article Grace Bauer offers guidelines t...

AS GOES AGENCY GROWTH, SO GOES VALUE by Chris Burand Growth is a key factor in an agency's value. Chris Burand explains why poor or erratic growth is a risky investme...

If you’re in sales, you know the feeling. It’s the middle of the night about two weeks after starting a new job. You were enthusiastic and could hardly wait to get going. Now, your head is full of doubts. You try to shove them aside, but they don’t go away. “Everything is new,” you tell yourself. “I just need to give it a little more time.” However, the doubts keep coming back.
The gap between what you were told about the job and what’s actually happening grows wider by the day. After about three weeks, you finally ask yourself, “Have I made a mistake?”

If you're in sales, you can identify with this situation - about two weeks after starting a new job, you begin to doubt your decision. You detect a widening gap between what you were told to expect and what actually occurs. After only a month on the job, you conclude, 'I think I made a mistake.' You're probably right, because salespersons seem to be more prone to selecting the wrong job. Too often, their profession's tendency to stress the positive and minimize negative factors extend into their approach in choosing a job.

ASKING QUESTIONS: IT'S AN ART by Mary Beth Bolen Different types of questions require different types of responses. In your daily dealings with customers, it's important for you to know the ...

Those who own a business hold their peers in high regard. You might dislike someone personally, but give them a thumbs-up when it comes to running a company. Those who survived the recession deserve a special commendation. Only the native outsider thinks otherwise.

You've probably received great encouragement-- if not downright pressure-to put your business on the Internet. Whether you already have an Internet presence or are merely contemplating one, you should realize that just having a Web site doesn't guarantee that the people you want to reach will actually see it. You may have hung out your shingle, but the Internet customers you seek might be nowhere in sight.

Dear (Customer Name), WHAT IS RENTAL REIMBURSEMENT? As your insurance adviser, we have a basic responsibility to see that you receive the benefit of new coverages that will...

AUTOMATION'S IMPACT ON MERGERS AND ACQUISITIONS by Angela Bemiss With so many agencies looking to merge with or acquire other agencies, automation has become increasingly impo...