Tag Archives: Sales

3 Things Agents Should NOT Do

I meet with several vendors/sales people in the course of a month.  As a student of marketing I have learned that I do not know everything.  There is always the chance that I will learn a new sales technique when … Continue reading

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WIIFM

This builds on what I said yesterday about Features and Benefits.  Shoddy salesmanship really grates on my nerves.  As insurance sales agents we are responsible not only to sell policies to our clients but to answer the question, “What’s in … Continue reading

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Features vs. Benefits

The differences between Features and Benefits are basic to most sales training courses.  Yet, even those of us who have been around for a while can benefit from being reminded of what they are and how to effectively use them. … Continue reading

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Winning The Blame Game

After reviewing my previous articles I have come to a conclusion.  I have spent a great deal of time talking about how to get in front of prospects and very little on what to do once you are there. There … Continue reading

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Nurture Your Clients

I can’t get away from it.  Every time I read something new or listen to a marketing coach they say the same thing. “Market to your existing customers.” Actually, that sounds more dignified than the old Appalachian proverb, “Dance with … Continue reading

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Insurance Agents Are Professionals

As a captive agent I was always chasing sales contests and bonuses.  Don’t misunderstand me. Like any self-employed individual, I am in business to earn a profit.  I love what I do and get the warm fuzzies when I am … Continue reading

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Home Based Insurance Agents

Like many insurance agents, I office out of my house.  Earlier this week I ran across this article from a Facebook friend of mine, Jeremy J. Ulmer.  He refers to himself as a sales coach.  Back in my day, we … Continue reading

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