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Sales & renewal strategies

Wednesday, January 2, 2013

Go for the close

There is no silver bullet for closing success, but the right preparation and approach can help improve your closing ratio. Whether training green producers or just starting yourself, these tips can help bring new accounts in the door.

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Thursday, December 20, 2012

Video: Give value first

In this short video, sales expert Jeffrey Gitomer talks about giving value to prospects without expectations—which often ultimately leads them...

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Friday, November 30, 2012

Video: Prepare your sales attitude

Attitude is so important in any business, but especially in sales. In this short video, sales guru Jeffrey Gitomer explains...

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Thursday, November 29, 2012

3 ways to move toward the close

If your first prospect meeting went well, you were able to uncover some specific needs and pain points – now it's time to address them. Follow these steps to present targeted solutions and prepare for that crucial second meeting.

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Wednesday, October 24, 2012

Video: The biggest rule in sales

In this short video, sales guru and best-selling author Jeffrey Gitomer explains the most important characteristic in becoming a trusted...

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Monday, October 1, 2012

How to follow up on leads after a networking event

Networking events are all about making connections with the right people, but all that effort invested is wasted if you...

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Thursday, September 27, 2012

Video: Drop-in calls

In this short video, sales expert Jeffrey Gitomer shares why drop-in calls help to build and maintain relationships with your...

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Friday, September 14, 2012

Trokey’s Take: It’s all fun and games until someone loses an account

I was recently speaking to an agency owner who shared a conversation he had just had with one of his...

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Thursday, August 23, 2012

Video: Getting the initial appointment

Getting in the door is essential, but is often the biggest hurdle in the prospecting process. Sales guru and best-selling...

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Monday, August 6, 2012

How to prove your value at renewal

Renewals are time to demonstrate the value you provide to clients year-round—beyond just placing their insurance coverage. You likely provide...

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