Here’s a riddle: What does a business insurance producer have in common with a London cabby, a pro basketball player, and a hotel concierge? Like the cab driver, you’ve got to have a real-time knowledge of the “territory” to make … Continue reading →
“The insurance market’s perpetually soft, and all that matters to people is saving money.” If you’re under the impression that price is the only thing most commercial insurance buyers care about, you may be missing something important. To demonstrate how … Continue reading →
In most sales situations you’ve got to know a lot of details about a prospect’s operation before you can offer good solutions aligned with their needs, concerns, values, and buying attitudes. To learn those details we need to develop skill … Continue reading →
It’s close to the end of the quarter, and you’re feeling the pressure to close new accounts and hit your numbers before the deadline arrives. To do that, you’ve got to work smart, and you’ve got to work fast. There’s … Continue reading →