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A simple technique for getting people’s support

Professional Marketing Associates Posted on February 10, 2019 by Joe ArakFebruary 8, 2019

Almost everyone appreciates compliments, and hearing a favorable remark will often inspire someone to make the effort to live up to that compliment. For example, if you’re trying to get a Gatekeeper at a company to help you connect with … Continue reading →

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Posted in Insurance prospecting | Tagged Bob Burg, Commercial insurance, Commercial insurance telemarketing, Compliments, Customer service, Decision makers, Endless Referrals, Gatekeepers, Insurance, Insurance marketing, Persuasion, Sales, Sales call, Sales intelligence, Sales training, Telemarketing, X-dates | Leave a reply

We’re Gonna Need a Bigger Boat

Professional Marketing Associates Posted on August 7, 2018 by Joe ArakAugust 7, 2018

Are we? When we realize that the challenge before us is more daunting or complex than we thought, the tendency is to want to throw more resources at it – more money – enlarge the team – extend the deadline… … Continue reading →

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Posted in Employee management | Tagged Business intel, Cold calling, Commercial insurance, Commercial insurance telemarketing, Focus, Insurance prospecting, Insurance telemarketing, Jaws, Lead generation, Lead qualification, Marketing, Productivity, Prospecting, Prospects, Qualifying prospects, researching prospects, Sales, Sales intelligence, Telemarketing, Time management, X-dates | 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

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

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Recent Posts

  • 4 Steps to Great Rapport September 4, 2019
  • Empowering People to Want to Switch Brands August 13, 2019
  • Pop Quiz March 27, 2019
  • 4 Things Prospects Don’t Want You to Know March 15, 2019
  • A simple technique for getting people’s support February 10, 2019

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