THE ILLUSION OF SERVICE by Al Diamond I recently tried a little experiment. Two agencies that I encountered expressed a great deal of pride in the degree of service provided by their staf...

THE PHONE: CURSE OR COMMISSION INCREASE? by Preston Diamond You conduct 60% of your business over the phone-but how many of you actively practice phone courtesy and technique? Having worked...

TRANSITION FROM THE P/C TO THE LIFE SALE: MODULE IV-C In the P/C agency, you will often find yourself with the opportunity to approach both the P/C and the Life sale at the same time wit...

Dear (Customer Name): You've always trusted my advice because I've worked with you.

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.

WHEN YOUR CUSTOMERS COME CALLING: THE RIGHT WAY AND THE WRONG WAY by Judi Newman More ...