REVIEWING THE ENTIRE SALES MANAGEMENT PROCESS by Tom Markley Successful sales management depends on how you answer eight questions. Selling is the act of negotiating between a co...

Remember, as salespeople we want to hear objections. When buyers send out these signals, they're giving you clues about their interest. Give the buyer a chance to make the decision based on the information you've provided. If you've done a good job throughout the sales process, the objections you hear should enable you to reconfirm your value to the buyer and close the sale.

DON'T FAIL TO ADDRESS CUSTOMERS' WANTS AND NEEDS Your customers and prospects do not care about you and what you want or need. Does that sound harsh? It may, but it's also true! Your ...

INFORMATION DATE 19920218, DESCRIPTION USDOL Program Highlights, Protection Against Asbestos STANDARD NUMBER 1910.1001; 1926.58...

REACH OUT AND SELL SOMEONE by Gregory Jordahl Think of your telephone book as a roster of almost every potential prospect in town. Flip to the white pages and pick a name. You may h...

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...

HOW TO STRENGTHEN AGENCY-COMPANY RELATIONSHIPS by Emily Huling Use this five-step approach to get and keep company relationships strong. Your eyes open with t...

QUESTIONS ASKED BY P/C AGENTS CAN LEAD TO LIFE SALES Many large Life cases or benefits programs start with a few questions that any PC producer can incorporate into a fact-finding questionnaire. The ...

LEGAL OUTLINE FOR CALIFORNIA INSURANCE AGENCIES CHAPTER ONE FORM OF ORGANIZATION CHOICE OF A LEGAL FORM OF AGENCY OPERATION - PROPRIETORSHIP, CLUSTER OF INDIVIDUALS, PARTNERSHIP, OR COR...

SEVEN MUSTS FOR INSURANCE AGENCIES TO SURVIVE AND THRIVE by Bobby Reagan Some independent agents wonder, 'What will it take to be around for another 100 years?' This seems a litt...