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SALES CENTER - PART 2
TELEMARKETER'S SKILLS Yo... first one left off. But your Sales Center staff or telemarketers are generat...

...ne, etc. If practical, keep extra mobile aids in different locations (work, sc...etector should also be placed in the center of the ceiling directly above the ...

... ' is productive and not just fun.) Cubicles work for the identified producer tasks simply because they are tasks, ' as opposed to eight-hour-a-day occupations. If the agency isn't as comfortable as a producer's Lexus, great! Producers with laptops and in-agency docking stations are mobile and able to communicate in and out of the agency. While our industry's agency-management system vendors need to refine their systems' ability to work better in this mode, this is clearly where we need to go-and systems are good enough now to begin going there. ... separate place for the producer to think (wild thought!) and be creative, away from the crowd. Preparing sales presentations: Your agency should provide technology tools, access to information, technical instruction (manuals, CDs, Internet), and practice space. Learning: Your agency needs an in-house educational space large enough to accommodate producers and other personnel who would benefit from educational opportunities. Some agencies are just starting to discuss and experiment with Producer Command Centers, which put the producers together to share ideas, brainstorm, and ... open door. COUNTERS: COUNTERINTUITIVE, COUNTERPRODUCTIVE Clients or prospects who visit a traditional agency often see a counter separating them from the agency staff person. There's enough to separate an agency from its clients: banks selling insurance, competing agencies, direct writers, company service centers, and so on. Why add another separation? Why keep your most important asset at arm's length? Why not welcome prospects and clients into your business home? Once visitors are in your office, what message does your environment send them? When prospects come ...

... have individual Life insurance and 88% are also covered under Group plans. Their primary financial objective is growth. These people will be targets for payroll deduction Group coverages and lowercost individual Life that has some savings features. 4. Climbers: Married or single, upwardly mobile Make up approximately 14% of all households Have college degrees and work in sales, lower-level management, and professional capacities Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for you ... you are often one of the first people to hear about important events that affect your clients, such as: purchase of a new home, car, or boat a new job or expansion of business an addition to a house a new baby or grandchild You'll also learn about the accidents, fires, thefts, and so on that take place. All these events have one common thread: They indicate a change in financial condition that could trigger a review or a need for Life insurance. Your CSRs can be trained to watch ... detail, outlining how to accomplish each one and how they work together, and providing you with proven selling language to use at each step along the way. The steps can be used for selling both Personal and Business Life insurance. However, note that we have centered this discussion around the selling of Personal Life insurance. The different aspects of selling Business Life insurance can be found under The Business Life Sale' in this section. The material in this section was developed by Nordhaus Marketing in conjunction with Kinder Brothers & Associates, ...

... Married or single, upwardly mobile Make up approximately 14% of al...