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STEP-BY-STEP PROCEDURES MANUALS INCREASE REVENUE by Grace Bauer Does your agency follow specific steps for training employees to execute its procedures? Has your agency reviewed its procedur...
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Use this proven technique to turn Commercial Lines prospects into clients.
Does this sound familiar? You go into a sales interview telling your prospect that you work for one of the best agencies in town. You tell them you give great service, represent 14 markets, and would like a chance to prove your value. As a result, they give you the chance to bid on their account, and you feel like you’ve got your first victory. Incidentally, when you asked if there were any problems that you should address, they said, no — they just wanted you to do what you could to keep their insurance costs low.
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Are you a trained or an untrained listener? Do you know the difference? This quiz by Lynn Thomas, based on her one-day workshop "Communication: The Essential Ingredient to Success," will help you to refine your listening skills.
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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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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...