lsquo;IT AIN'T EASY BEING A CUSTOMER ANYMORE!' by Mike Manes The good news about being a poor old Cajun boy (I've been criticized for using this term to describe my...

ARE YOU MEMORABLE? by Emily Huling There's nothing more flattering than being remembered - for the right reasons, of course. Why do some individuals always leave a favorable, unforgettab...

CUSTOMER SATISFACTION? GO BEYOND THE EXPECTED by Emily Huling Remember the best sales experience you had as a consumer? It may have been having your car serviced-that's what mine was (at...

CUSTOMER SERVICE: THE FIRST IMPRESSION by Skip Hyken It takes eight to 12 good experiences to make up for a single bad impression. To renew the confidence in a customer, yo...

DIRECT CUSTOMER COMMUNICATIONS: WINNING STRATEGIES AND LOST OPPORTUNITIES by Richard Barry Ever feel like youre talking to a brick wall because no matter what you try, you just can...

As the economy and escalating insurance rates take their toll on risk management department budgets, companies and public entities are relying increasingly on consultants. Such outsourcing has proven to be an effective way for some organizations to reduce overhead while retaining knowledgeable help. In this document C.C. Griffin discusses how to select and get the best performance from a consultant.

IS YOUR BUSINESS DELIVERING OUTSTANDING SERVICE? by Emily Huling Most agencies want it, but few are successful at achieving it: consistent delivery of outstanding customer service. Organi...

All producers know that overcoming objections is part of the selling process. However, many forget that making objections is just as intrinsic to the buying process.

To identify the root causes of objections, producers should put themselves into the buyer's shoes. You also buy in your personal life, so use your own experiences to sharpen your expertise.

PRODUCER SUCCESS LESSON 30:

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

SUCCESSFUL TELEPHONE COMMUNICATION TECHNIQUES: PART 1 by Bruce Shaffer Do you find it hard to use the telephone to help build your business? A lot of people do. This two-part series...