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...et? As each box opened to reveal a smaller box, you wondered with childlike cu...mized as another grouping (relatively small) of line items in the agency's bus...

...t it would fail. As one owner of a small company selling management software s...

...ife insurance. Good or bad, big or small, they involve a change in financial c... that every P/C transaction -- big or small, good or bad -- is in fact a sign ...

...e it to be. Don’t think you’re too small to be concerned about market share. ...

... Personal Lines account, or even a small BOP. Let’s look at it for a moment. O...

... team), but did you realize that a small group of miners had the opportunity t...carrier can insure commercial fishing boats if you are in Iowa. Corollary 2 -...

... , you're also among the first to know about the new car, the house expansion, new jewelry, fine arts acquisition, promotion, new baby or grandchild, new boat, vacation plans, or whether a child is going to college or getting married. These events involve P/C insurance, of course. They also provide excellent leads for Life insurance. Good or bad, big or small, they involve a change in financial condition, which, in turn, is exactly what Life agents seek: To identify changing needs and advise how their products may serve. There is no better source of Life leads than the P/C agency. Think about it: No one else in town has such clients who enjoy your relationship and provide a front-line flow of developing information. Your ... When an auto accident, burglary, theft, or vandalism occurs, you're the third to know (after the police are informed) . If there's a fire, storm, or flood, you'll know. On the happier side, you're also among the first to know about the new car, the house expansion, new jewelry, fine arts acquisition, promotion, new baby or grandchild, new boat, vacation plans, or whether a child is going to college or getting married. These events involve P/C insurance, of course. They also provide excellent leads for Life insurance. Good or bad, big or small, they involve a change in financial condition, which, in turn, is exactly what Life agents seek: To identify changing needs and advise how their products may ...

... dire predictions of its failure because no one would actually buy songs. It was the same story before the iPhone arrived; specifically; that it would be barred from the Enterprise. It was until employees revolted and demanded that it be made available to them. We heard it all again with the launch of Apple's iPad. Plenty of people predicted that it would fail. As one owner of a small company selling management software systems said, "Even if there were no other issue with it, the most important reason I can't justify it for my employees, or my clients' employees, is that there's no ROI." This was written eight weeks before the iPad arrived in the stores! Again, history repeated itself. Apple hits the target better than any other company because it has ... sheets, sales letters, and more! Communications Marketing Customer Service Planning Finance/Accounting Risk Management Human Resources Selling Legal and E&O Technology Life/Financial Services Glossaries Management Resources & Links Categories Popular Recent All Back A Sales Strategy That Works!8/21/2014 12:00:00 AM by John Graham This content has not been rated yet. Trying to get fish into the boat before catching them sounds crazy; it wouldn't make sense to experienced fishermen. Even so, it's the most common error that salespeople make and accounts, more than anything else, for lost orders and prospects who never become customers. That's what happens when you try to get the order before you have a customer. What salespeople are doing makes perfect sense to them. Unfortunately, it doesn't compute ...

... can. Asking questions or trying to get the prospect involved in the conversation is counterproductive. There's one question you should ask, however. Put prospects on the spot and make them feel uncomfortable by asking, "What do you think?" after giving them your presentation. Be sure to drop the names of other clients. Let them know you're a real operator. Making them feel like they're small potatoes is a great way to impress customers. Never listen to what the prospect is saying. Remember, you're there to make a sale, so don't be distracted when the customer starts talking about their issues or problems. Even though it can be difficult, stay on track and be prepared to bring the conversation back to getting the order. Always assume that the customer is looking for the ... "manager approved" price. This pricing system is certain to create customer confidence. Don't bother trying to figure out a prospect's problems. You don't want to get bogged down in the prospect's issues. They will only deflect attention from your presentation. You're there on a mission, so don't let anything distract you. Forget about small accounts. You're only interested in getting the big fish in your boat. Put all your time and effort in going after the big ones. Small ones are too much bother and servicing them isn't a good way to use your time. Always push for a meeting. Of course the prospect doesn't know you or what you do or why you want to meet. Just push for a meeting. With face time, you're confident you'll get the order. Never ...

...ople have a difficult time in this small agency environment because thereR...few new prospects on the horizon. In small towns, this market crisis might ha...