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Sales & renewal strategies

Sunday, December 12, 2010

Diversifying business through cross-selling

When it comes to cross-selling, many understand the benefits, but are reluctant to implement the tactic at their own agency. Here are some tips to help you execute this sales strategy.

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Wednesday, November 10, 2010

Video: The secret of closing

Jeffery Gitomer explains something that is 10 times more powerful than closing the sale.

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Saturday, October 30, 2010

Video: Biggest sales rule

Sales guru and best-selling author Jeffrey Gitomer explains why being liked, more than anything, leads to gaining the trust of your clients and prospects.

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Wednesday, October 27, 2010

Setting the Pace: How to win over prospects

Looking to turn prospects into clients? (Who isnt!) Guest columnist Brandie Hinen breaks down how to achieve prospecting success in seven, no-nonsense steps.

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Tuesday, October 26, 2010

Health Care Reform: an opportunity to provide real value

As a benefits broker, health care reform (HCR) presents you with the opportunity to not just sell, but to advise....

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Tuesday, October 19, 2010

How to command those larger fee-for-service dollars

As we talk to brokers across the country, many are reporting carriers are beginning to make moves to reduce commissions....

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Thursday, October 14, 2010

Winning Strategies: What your clients won’t tell you

What are your clients thinking? What would they say about the insurance industry—and about your agency—if they felt they could be really honest with you? I thought I would give it a try, and last weekend I hit the jackpot.

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Wednesday, October 13, 2010

Video: Sales vs. negotiations

There is a fine line between negotiating skills and selling skills, says Jeffrey Gitomer. He explains how to understand exactly what is standing between you and the sale in this video.

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Monday, September 20, 2010

If only I knew then what I know now

In a previous job, I was general counsel for a 150 employee commercial cleaning business in Milwaukee. As is the...

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Tuesday, September 14, 2010

Fee for service vs. commissions… It’s a new day

These are the best of times; these are the worst of times. It depends on your outlook. There is chaos...

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