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Tag Archives: Influence

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The Warm Hand Of The Familiar

Professional Marketing Associates Posted on September 26, 2018 by Joe ArakSeptember 26, 2018

Have you noticed we’re living in a world of short attention spans and constant distractions? But maybe you were busy checking email or Facebook and didn’t notice. Distraction and the pull of novelty are so rampant now that a recent … Continue reading →

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Posted in Business relationships | Tagged Building trust, Client relationships, Comfort, Commercial insurance, Communication, Customer service, Email newsletters, Familiarity, Influence, Insurance agents, Marketing, Prospecting, Prospects, Sales training | Leave a reply

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

A Better Value Proposition

Professional Marketing Associates Posted on April 10, 2018 by Joe ArakApril 10, 2018

Sales guru Jill Konrath has a lot to teach us about crafting a strong Value Proposition.   But her key point is very simple:  Your message has to make the intangible tangible. Whether you’re selling to C-level executives or small business … Continue reading →

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Posted in Sales intelligence | Tagged Commercial insurance, Influence, Insurance, Insurance agents, Insurance marketing, Insurance prospecting, Meetings, Prospecting | Leave a reply

4 Amazingly Effective Openings for Your Sales Presentation

Professional Marketing Associates Posted on March 20, 2018 by Joe ArakMarch 20, 2018

You’ve landed your meeting with the CFO. She and her team are all assembled and ready to listen. Barely five minutes into your presentation, you see the disenchanted looks on people’s faces and realize, with that sinking feeling, that no … Continue reading →

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Posted in Sales intelligence | Tagged Amy Cuddy, Commercial insurance, Communication, Dan Pink, Focus, Influence, Insurance agents, Insurance marketing, Insurance prospecting, James Veitch, Meetings, Prospecting, Prospects, Sales, TED talks, Value proposition | Leave a reply

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