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Successful Administrators Offer More than Cheapest Products

Successful Administrators Offer More than Cheapest Products

Administrators are often urged to provide products to agents and dealers that are “cheap in price and low in value.” Agents and dealers flock to the “easy and cheap” products. Unfortunately, most of the administrators that entered the industry with an easy, simple and cheap product are the same administrators that are no longer in … Read More »

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Don’t Underestimate the Power of Non-Verbal Messages

Don’t Underestimate the Power of Non-Verbal Messages

As human beings, we are sending non-verbal messages all of the time through our facial expressions, demeanor and body language. The people we sell to pick up on those messages…sometimes subconsciously. The power of subconscious messages is very serious business. All of us in selling should be concerned about perceptions on both sides of the … Read More »

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How Information Translates Into Sales

How Information Translates Into Sales

As a general agent, it’s important for you to bring not only products but solutions to your dealers. Dealers are always looking for higher profits and one way you can deliver is by helping their salespeople learn to close a higher percentage of sales. Why is it that some salespeople close higher percentages of products … Read More »

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Conquer Customers’ Fears to Improve Your Business

Conquer Customers’ Fears to Improve Your Business

Fear is the greatest enemy you’ll ever encounter in business and it’s especially prevalent in sales situations. Few business professionals recognize that fear appears on both sides of most business or selling situations. The level of success you will achieve in your career depends on your understanding of and mastery over fear. Most salespeople have … Read More »

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Understanding Risk-based Pricing Rules

Understanding Risk-based Pricing Rules

Risk-based pricing occurs when the price and terms of credit offered to a particular consumer are based on the risk of nonpayment by that consumer. Many industries issue credit based on risk: the credit card industry, the mortgage industry, and last, but certainly not least, those in the automobile industry. Therefore, all credit card agencies, … Read More »

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Closing Is Sweet Success

Closing Is Sweet Success

In the selling profession, closing is the winning score, the bottom line, the name of the game, the cutting edge, the point of it all. You may do everything else right up to the point of closing, but if you can’t ask for the business and wait for the client to answer, you’ll never do … Read More »

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