09 Feb 2019

Problem # 1 Prospects have more sales resistance training than agents usually have in sales presentation skill. Prospect response to insurance agents is designed to get as much information as possible and be in control of the situation. Prospects often mislead insurance agents about their intentions, how much they'll spend, who makes decisions, etc. The prospect intent is designed t...

13 Apr 2016

In business, there’s an expression: To have and to hold, from this day forward. … Oh, wait, that’s a marriage vow. And even then it doesn’t bind. Here in the sales-verse, people coming and going like serial monogamists can sting your bottom line: Onboarding new hires is costly and time-consuming. Organizations must pay to find and vet potential new hires; they also need to invest at leas...
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