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Monthly Archives: March 2015

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The Power of Negativity

Professional Marketing Associates Posted on March 30, 2015 by Joe ArakMarch 31, 2015

A few months back I received a pitch letter from Amazon with a markedly negative tone. You’re not taking advantage of all the Prime benefits that you’re already paying for, it admonished. I could be watching all kinds of movies … Continue reading →

Posted in Business intel | Tagged Amos Tversky, Apple, Business intel, Commercial insurance telemarketing, Communication, Daniel Kahneman, Influence, Insurance, Insurance prospecting, loss aversion, Marketing, Motivation, Negativity, Positivity, Prospecting, Sales, Sales intelligence, Social science | Leave a reply

How One Agent Put an End to a Prospect’s Annual “Shopping Spree” (And Gained a Very Appreciative Client for Life)

Professional Marketing Associates Posted on March 25, 2015 by Joe ArakAugust 7, 2015

Winning new commercial accounts usually comes down to delivering improvements in one of the three arenas of competition: price, service or coverage. Recently, though, we heard a story that took success to another level and made everyone a hero. Here’s … Continue reading →

Posted in Sales intelligence | Tagged Business relationships, Client relationships, Commercial insurance, Customer service, Insurance agents, Insurance prospecting, New accounts, Risk management, Sales, Shopping history, Storytelling | Leave a reply

It’s Not What You Said – It’s How You Said It

Professional Marketing Associates Posted on March 9, 2015 by Joe ArakMarch 10, 2015

I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel. – Maya Angelou Have you ever been on a call and heard the other person … Continue reading →

Posted in Business relationships | Tagged Business intel, Commercial insurance, Communication, Distraction, Emphasis, Engagement, Focus, Inflection, Insurance agents, Maya Angelou, Sales appointments, Skype, Tone | 2 Replies

Porcupine Questions: How to Answer Prickly Sales Questions

Professional Marketing Associates Posted on March 9, 2015 by Joe ArakMarch 9, 2015

Have you ever been in a sales meeting or on a prospecting call when someone throws a question at you that feels sharp or ambiguous? I’ll bet you have. When that happens, it’s natural to feel obliged to respond on … Continue reading →

Posted in Insurance prospecting | Tagged Asking questions, Commercial agents, Porcupine questions, References, SEO, Telemarketing, Website building, Work comp | 2 Replies

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