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Monthly Archives: June 2017

Hidden Sales Objections? The Mantra is Reveal & Resolve

Professional Marketing Associates Posted on June 27, 2017 by Joe ArakJune 27, 2017

Breaking through the status quo of complacency can be a major sales challenge. No matter how compelling your case for improving their situation, people are going to feel anxious about making changes, because change brings insecurity, and that makes us … Continue reading →

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Posted in Sales intelligence | Tagged Commercial insurance, Insurance agents, Insurance prospecting, Lead qualification, Prospects, Sales, Sales training, Storytelling, Telling stories | Leave a reply

How to get your clients to generate your new business leads

Professional Marketing Associates Posted on June 15, 2017 by Joe ArakJune 15, 2017

Sounds like a great idea, right? It’s also imminently doable and we’re going to show you the how, what, and where of it in a minute, but first let me ask you a question. Think about the last sale you … Continue reading →

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Posted in Business relationships | Tagged Asking questions, Clients, Collaboration, Insurance agents, Lead generation, Networking, Prospecting, Referrals, Sales, Sales training | Leave a reply

The Invisible, Tenacious Enemy in Almost Every Sale

Professional Marketing Associates Posted on June 7, 2017 by Joe ArakJune 7, 2017

Prevailing against an incumbent, and sometimes other agents, can be tough. But there’s an invisible third opponent lurking in the shadows that can be the most challenging of all. When we’re selling something that people already have, whether it’s insurance … Continue reading →

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Posted in Insurance prospecting | Tagged Asking questions, Complacency, Influence, Insurance agents, Motivation, Probing, Prospecting, Sales, Value proposition | Leave a reply

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