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Tag Archives: Buying signals

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A Swiss Army Knife

Professional Marketing Associates Posted on October 31, 2018 by Joe ArakOctober 31, 2018

In selling, questions play a central role. They’re the sales pro’s Swiss Army knife. You’ve got a multi-faceted tool that you can employ in almost any situation. Questions are the tools you use to ask for or about anything. You … Continue reading →

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Posted in Insurance prospecting | Tagged Asking questions, Buying signals, Cold calling, Commercial insurance telemarketing, Communication, Curiosity, Insurance agents, Insurance marketing, Insurance prospecting, Insurance telemarketing, Lead generation, Marketing, Probing, Prospecting, Prospects, Queries, Sales, Telemarketing | Leave a reply

The “Foot-In-The-Door” Technique

Professional Marketing Associates Posted on March 21, 2017 by Joe ArakDecember 11, 2017

This sales tactic is based on the persuasion principle of commitment and consistency: that someone is more likely to comply with a larger request once they’ve committed to a smaller one. The essential point is that when a person makes … Continue reading →

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Posted in Insurance prospecting | Tagged Asking questions, Buying signals, Influence, Insurance agents, Insurance marketing, Insurance prospecting, Lead generation, Lead nurturing, Marketing, Prospecting, Sales, Sales intelligence | Leave a reply

4 Signs a Prospect is Hot (Or Not)

Professional Marketing Associates Posted on January 27, 2016 by Joe ArakJanuary 27, 2016

In the game of baseball, the best hitters develop a good eye for pitches that are right in the strike zone. In criminal investigations, the great detectives know how to zero in on the real suspects and avoid wasting time … Continue reading →

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Posted in Sales intelligence | Tagged Business intel, Buying signals, Commercial insurance, Communication, Insurance prospecting, Lead generation, Lead qualification, Qualifying prospects, Sales training | Leave a reply

Buying Triggers

Professional Marketing Associates Posted on May 19, 2015 by Joe ArakMay 20, 2015

Imagine for a second that you’re selling farm equipment. You cover a broad territory, traveling from farm to farm, hoping to arrive auspiciously when parts and equipment are needed. But too often your timing is off. Because of changes you … Continue reading →

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Posted in Insurance prospecting | Tagged Building trust, Business intel, Business relationships, Buying signals, Commercial insurance, Customer service, Insurance prospecting, Motivation, Sales training | Leave a reply

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