Making a Sales Plan
An 18-wheeler slid into a ditch. A little old lady pulled up with her two Chihuahuas in the car and called to the driver, “Throw me a chain and I’ll…
Customer Service
The Danger of the Stockholm Effect
In many organizations, we are now seeing the modern equivalent of the World War II Stockholm Effect (see below), with sales people transferring alliances to the customer. This could lead…
From Success to Significance
The issues of attitude and motivation seem to confound most sales organization. Companies will go looking for a “motivational speaker” to pump life into a lethargic sales group. Sales managers…
Training and the Sales Manager
The most often misunderstood function in a sales plan is the training of staff. The first rule of training is that nothing stays fixed. Training is an ongoing process that…
Sales Training…Fact or Fraud?
Most claims of success by sales trainers are a fraud. Many sales trainers are like roosters taking credit for the dawn…they crow about the effectiveness of their workshops when, in…
Wrap Around Selling
In order to migrate (develop) a prospect up to buyer and then on to loyal customer requires a sales person to have an overall account management vision. What’s needed is…
Procedures
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Retroactive Cancellations
An insured requested that a second location be removed from his policy. He made the request on 09/29/06. The second location was sold 06/24/04 and he requested that it be…
Carriers Cheating Agents? Probably Not
Insurers often adjust loss ratios and reserves near the end of the calendar year. One agent asks if this is done to reduce profit sharing bonuses paid to agencies or…
Behavioral Science and Selling
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…
