Customer Service

All too often businesses get caught up in the “product trap.” From advertising to sales presentation, the “product” takes center stage. Afterwards we wonder why we didn’t get the sale.…

Too many agents are devoting 100% of their time to existing clients without prospecting for new ones. The increased earnings generated by these existing clients are creating a level of…

Do you have a sales prevention department in your company? That question was posed by the publisher of Telemarketing, Nadji Tehrani. That question served as a reminder of the many…

Today’s buyers are more sophisticated than they once were. They are more knowledgeable, less loyal and more cautious. Given these changes, buyers will no longer simply allow you to “sell.”…

Business customers usually have very limited patience with any sales person who hasn’t taken the time to become at least a little acquainted with their business. This is even more…

We recently read an article in a national training magazine that, in the course of making a point about sales training, used “insurance” as an example of a commodity sale.…

Jeff is a 22 year old producer who has been in the insurance business for less than a year. He came from a finance industry company where he was involved…

“Ready, shoot, aim.” Unfortunately, that’s the all too common description of the field salesperson’s modus operandi. In a misguided attempt to stay busy and see as many people as possible,…

The rules are changing. We are at the beginning of a new paradigm for the field salesperson. The new paradigm is this: Today, not only must the product or service…

You need to ask questions to start a sale, but you need to ask the right questions to close one. Unless you learn to probe and clarify throughout the entire…