POOR COMPANY SERVICE: THE ANTIDOTE by Chris Burand Get your companies to listen to you for your mutual benefit. Recent research has revealed that all company employees ...

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.

In the 19th century, businesses had three communication options: The Pony Express, Western Union, and (rarely) the telephone. With the Pony Express, at best you had to wait days or weeks for a response — a lot like a producer trying to cold-call senior executives today.

With Western Union, telegrams had to convey their message in a limited number of words. Today a marketing letter might get through, but the executive has little time to read it and it doesn’t display your verbal communication skills.

QUESTIONS FOR INTERVIEWING AGENCY ACCOUNTING OR CFO CANDIDATES 1. How do you recommend we book direct-bill commissions-on an as-received basis or by accrual? This question has three parts: ...

RECRUIT THE RIGHT PRODUCERS At seminars and conventions, business spokespersons stress the need for high-caliber personnel and lament the difficulty of finding them. It could be said that recruiting ...

First, I'll give you the bases to cover and then I'll give you a sample conversation (script) to show you how you can touch on all the bases. Don't worry too much about the words I use. If you like a turn of phrase, then, by all means, use it while also making this approach genuine by using your own words.

We'd like to introduce ourselves. We're (Your Agency Name), and we've been in business in ( ) for more than ( ) years. It's been our...

SERVICE SELLS! by Pegi Flahault Selling is as much about the approach as anything else including your approach to your employees. This document by Pegi Flahault can help you increase...

SUPERMARKETS - 'OFF THE SHELF' INSURANCE Dear (Customer Name): INSURANCE? IT'S ON AISLE FOUR, NEXT TO CANNED GOODS. Yes, we know you don't sell insurance at ( ). The value of an adequ...

TARGET CORPORATIONS Dear (Customer Name): What do IBM and Exxon-Mobil Corporation have in common? An organized risk management team to show them the best ways to protect their assets. Professional ...