You’ve probably dealt with prospects that won’t leave their incumbent agent in spite of whatever cost, service, or coverage improvements you were able to deliver. I’ve heard one producer say that even after saving a prospect thousands of dollars they … Continue reading →
Imagine for a second that you’re selling farm equipment. You cover a broad territory, traveling from farm to farm, hoping to arrive auspiciously when parts and equipment are needed. But too often your timing is off. Because of changes you … Continue reading →
Archimedes, the Greek mathematician who uncovered the principle of the lever, famously said “Give me a place to stand, and I shall move the Earth with it.” If Archimedes was living now and his field was sales instead of mathematics, … Continue reading →
What’s so good about being a master qualifier? Is Warren Buffet’s amazing track record grounded in his ability to scrutinizing companies before he invests? Was Ted Williams such a formidable hitter because his fighter pilot eyes knew which pitches were … Continue reading →