Agency Management

In the early days of organized selling, when behavioral science was coming of age, some of the companies fielding large numbers of door-to-door sales people turned to the new science…

Probably no myth is more pervasive than the idea that there are “born” sales people. What a crock. Granted there are some people who seem to naturally have the attributes…

All the books you’ve read, all of the “rah-rah” rallies you’ve attended, all of the workshops you sat through don’t mean squat if you don’t convert the knowledge into skill.…

Selling may be simple but consulting is hard — and it’s different! You’re kidding yourself if you think you can hire a “sales trainer” to teach your sales people how…

What’s your “pickup” line? “Hi sailor, been in town long? I’m a Libra, you must be a Capricorn.” For a business, the pickup line for buyers might include the trigger…

Most sales people have problems with closing because they don’t understand the Big Secret of selling. They think you close the sale by asking for the order. Wrong! You close…

How often have you heard the sales gurus talk about the “pain and gain” issues in selling? And how to identify those sensitive targets as buying motivations and sell to…

The hardest hire you will ever make is finding and hiring a good sales person. Sales people are trained to mask their behaviors and feed a prospect what they want…

Mission. Integrity. Ideal. Excalibur. Universal. Enterprise. Great Global. American Excel. Champion. Adjectives for the Virtual University? Nope…names of companies that used to insure millions of individuals, families and businesses. Perhaps…

March is Ethics Awareness Month in the insurance industry. This has become an annual event, sponsored by the Insurance Institute for Applied Ethics and the CPCU Society, and endorsed by…