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Professional Marketing Associates

High Quality Teleprospecting since 1985

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Monthly Archives: August 2015

Overcoming Buyers’ Last Minute Inertia

Professional Marketing Associates Posted on August 31, 2015 by Joe ArakAugust 31, 2015

Last time we wrote about those frustrating times when prospects hem and haw, refusing to commit to setting an appointment or closing the deal, even when you’ve shown them it’s clearly in their best interest to go forward. We blamed … Continue reading →

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Posted in Business relationships | Tagged Approach-avoidance conflict, Building trust, Buying anxiety, Commercial insurance, Insurance, Meetings, Prospecting, Social proof | Leave a reply

When Prospects Are Afraid to Pull the Trigger

Professional Marketing Associates Posted on August 18, 2015 by Joe ArakAugust 18, 2015

Ever deal with a business insurance prospect who’s interested but can’t quite commit to meeting with you? “I think I’ll wait ’til next year.” “We’ve compared in the past and it didn’t work out so I don’t think we want … Continue reading →

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Posted in Business relationships | Tagged Business relationships, Commercial insurance, Communication, Insurance, Insurance prospecting, Meetings, Motivation, Prospects, Sales intelligence | 1 Reply

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