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.

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.

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.

WHATS MY AGENCY WORTH? by Al Diamond Why is an agency worth different amounts in different valuation scenarios? The value of a business (including an insuranc...

WHATS YOUR EXIT STRATEGY? by Mitch Axelrod Will you work until the day you die? Have you set a retirement date? Do you even think about it? Some people like the adventure of...

Does the sterile anonymity of Internet-commerce and 1-800-BUY-THIS leave you a little cold? In this document, Emily Huling reminds us not to lose our human touch when conducting business in person. Her observations provide useful insights for anyone in your firm who interacts with clients.