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...u, the agency owner! We pack our producers off to mega-sales seminars for da...etitive selling game. Properly chosen and trained, your CSRs can sell.

...osed sales, a competent insurance producer didn’t know how to cope with a $28 ...ers in ways that speak to their issues and meet their needs will prosper, what...

... . Stunned. Confused. Shocked. These three words describe the reaction of countless salespeople to the dramatic drop in their numbers. All of a sudden they hit a wall and don't know what to do. Riding on a record of closed sales, a competent insurance producer didn't know how to cope with a $28 commission check. Needless to say, the sales ranks are thinning daily. No one really knows what to do. The answers from the sales gurus are lacking, nebulous, or less than convincing. One such ... and less trusting than in the past isn't a message that salespeople want to hear. Like it or not, it not only takes time, effort and patience for customers to become believers –it also takes timing. TriFactor, LLC, a leading material handling integrator in the Southeast, understands the sales benefits of educating both current customers and prospects. They describe the company's new Web site ( www.trifactor.com ) as "The Learning Center." The company is committed to sharing its experience and its expertise. It's built into ... culture. They see the business as a total learning center. Customers today connect with information, not sales pitches. 8. Invest in tomorrow. Salespeople have a long history of being what might be called "today" people. They focus on what's happening at the moment; they're not known for thinking about the future. There's always a need for agility and adjusting to short-term objectives. At the same time, a study by Dr. Gary Lilien of the Penn State Smeal College of Business makes the point for a consistent ...