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Tag Archives: Empathy

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Barriers to Bridges: How to use people’s resistance and disinterest to turn the situation around

Professional Marketing Associates Posted on June 19, 2018 by Joe ArakJune 19, 2018

We might be addressing others at an important sales presentation, the monthly sales coaching session, or an annual conference.  We want the audience to give us their rapt and undivided attention. But that doesn’t always work out the way we’d … Continue reading →

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Posted in Sales intelligence | Tagged Asking questions, attunement, Building trust, Business relationships, Collaboration, Communication, Customer service, Empathy, Influence, Insurance agents, Meetings, Sales training | Leave a reply

How To Win The Value Vs. Price Scrimmage

Professional Marketing Associates Posted on August 30, 2017 by Joe ArakAugust 30, 2017

Sometimes it seems that every year is another bidding war, agents shopping the markets to keep their accounts in the corral. But what if you could change that pattern — at least some of the time? Winning the classic skirmish … Continue reading →

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Posted in Sales intelligence | Tagged Asking questions, Building trust, Business relationships, Communication, Empathy, Influence, Sales, Sales training | 1 Reply

Don’t Mistake Mimicry For Empathy

Professional Marketing Associates Posted on July 19, 2017 by Joe ArakJuly 19, 2017

The rapport-building tactic of mirroring & matching can sometimes produce stunning effects. As we subtly reflect back someone’s gestures and phrasing, they can experience a sense of comfort and relaxation, and a feeling of rapport develops. The effect is based … Continue reading →

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Posted in Business relationships | Tagged Building trust, Communication, Emotional participation, Empathy, Influence, Insurance marketing | Leave a reply

Three Reasons We’re Not Communicating

Professional Marketing Associates Posted on February 28, 2017 by Joe ArakMarch 3, 2017

Today’s article was inspired by Seth Godin, serial entrepreneur, best-selling author, and global marketing guru. His blog posts are sinewy and rich with insight. If you know him you probably agree. If you don’t – check him out. There are … Continue reading →

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Posted in Business relationships | Tagged Building trust, Collaboration, Communication, Empathy, Influence, Motivation, Seth Godin | Leave a reply

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