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The Helper Personality: Why Service Staff Shouldn’t Sell Insurance

One of the key differences between Producers and Service Staff is the nature of their personalities. While the Producer has that sales personality, assertive but not pushy, friendly but focused, reading the signals that the prospect gives to qualify or disqualify them as a potential customer, the Service staff is a helper personality, with intrinsic drivers to serve the customer’s needs and keep them happy, but not necessarily comfortable with the potential pressure or rejection of the sales function. With an understanding of some of the personality types within the agency, why would an agency want the person with a minimal expectation of success to handle incoming sales calls?

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