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Tag Archives: Meetings

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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

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

Why prospects think twice before buying and what you can do about it

Professional Marketing Associates Posted on November 8, 2017 by Joe ArakNovember 8, 2017

We’re used to hearing sleazy stories about people and companies that put profits above all else and are willing to do all kinds of unscrupulous things to cheat the system – like opening accounts for customers without their permission, or … Continue reading →

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Posted in Insurance prospecting | Tagged Building trust, Business relationships, Commercial insurance, Email newsletters, Influence, Insurance prospecting, Lead generation, Meetings, Prospecting, Sales intelligence | Leave a reply

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