Virtual University

If you like feeling appreciated by your clients, if you want to strengthen relationships, and if you want to win more business, start making thank-you calls today. Here are some…

The best salespeople know their clients. They know more about clients than their competitors know. They know how to ask questions that go beyond product needs. They know how to…

If you target a particular industry, a prime marketing vehicle could be a trade show within that industry. Trade show attendance and participation have been declining in recent years…fewer attendees…

Many people in the P&C industry, particularly agency CSR’s and a number of producers have not yet had the pleasure of experiencing a hard market. It’s been about 15 years…

Sounds good, doesn’t it? Fifty or more sales calls in a single day? Obviously, making this many (or more) individual sales calls would be pretty difficult. But what if you…

Much has been written about how to reduce insurance premiums. Unfortunately, too much of this advice has been BAD and much of this bad advice comes from consumer web sites…

Many people are shy when it comes to working a room and engaging in small talk with people they don’t know or with whom they don’t normally interact. The holiday…

The words you choose — spoken or written, letters or e-mails, delivered face-to-face or by phone — help shape the client’s perception. Take every opportunity to shape perceptions by positioning…

Valentine’s Day is a day to “pop the question.” In the spirit of that, let’s focus this month on closing. Just as a sweetheart’s answer should not come as a…

The one skill that I see the superb salespeople excel in is positioning. In light of my book title, Stop Telling, Start Selling, this may seem odd because positioning is…