Priority Relationships Take a Team
Few priority client relationships are managed by one sole salesperson anymore. Whether the team is large or small, local or international, it takes a team to meet the demanding and complex…
Sales
Prospecting: Getting Through Voice Mail
Reaching a prospect is no easy feat. One salesperson experienced a voice mail obstacle that was more daunting for him than most. Here is the voice mail message: “If you…
Holiday Rapport
As the year wraps up and you focus on closing business and reaching your goals, pause for a moment and make a list of clients to call with a holiday…
Rethink How You Open
Most salespeople take how they open a sales call for granted — many hardly think about it at all. The opening is a place to differentiate yourself and get your…
RFP Responses That Win
Many larger businesses and governmental entities shop their insurance via an RFP (Request For Proposal). The most common proposal mistakes are being generic, not well organized, not adhering to the…
Honestly, What’s Your RQ?
An RQ is a Relationship Quotient. It is a combination of client focus, interest in and concern for the client, courtesy, and energy. Clients begin to assess your RQ in…
Creating Powerful Sales Letters
Although e-mails have taken a front seat in business communications, the business letter remains an important communication medium for salespeople for more formal or complex situations. Also, since the business…
Ask for Feedback
With the new year comes a new page. Before you begin to fill the page, get a sense of what your clients and colleagues see as your strengths and your…
Negotiating the Final Trade
At the end of a negotiation, you may be tempted to make an unwarranted and costly concession. Before you agree to the final concession, make sure you fully understand its…
Final Presentations, The Finish Line
After days or weeks of preparation, after a strong presentation, don’t drop the ball as you near the finish line. How you follow up after your sales presentation will help…
