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empathy
Articles tagged with empathy
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Selling in every industry and every size of business is changing so radically...
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ARE YOUR PRODUCERS DIAMONDS OR LUMPS OF COAL? Are your sales results less than exciting? Maybe your salespeople just don't have the right stuff . . . and never will. One leading psychologist, Mark ...
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AVOID THE EMPATHY TRAP by Chris Burand The ability to empathize is admirable. It requires listening, understanding, ...
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To cross-sell effectively, you’ll need to define the “competitive advantage” that shows the client why buying from you will benefit them. Take these four steps to cross-sell your clients by showing them that you can meet their needs more effectively than their incumbent agent.
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ELIMINATE CUSTOMER SERVICE NIGHTMARES WITH 'CARRE' by Jack Fries Wouldnt it great if you could get all of your customers to come back every year? For starters, you should put '...
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HIRING THE RIGHT PRODUCER ...
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HOW TO HIRE A PRODUCER by Peggy Mika Agency principals must define positions when they set out to hire new producers. Are producers expected to bring in new business, service or round existing accou...
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MAKING CUSTOMER SURVEYS WORK by Al Diamond Customer Satisfaction Surveys have not yet become popular in the insurance agency business. Too many agency owners fear, rather than look forward to, ...
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MANAGEMENT AND LEADERSHIP Management implies the existence of formal authority, while leadership may not have any connection with formal authority. Marketing managers are in their...
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THE MIXED-PERPETUATION SANDWICH: INSERTING A NON-FAMILY LAYER by Brian Burke Discussions about the perpetuation of family-owned agencies often assume that the offspring always bu...