08
APR
2013

BUILD AND DELIVER PROPOSALS THAT WIN

As insurance agents, what we sell is an intangible. I’ve often heard it said that we sell peace of mind. Quite frankly, we sell insurance protection. And unlike the products sold by manufacturers, distributors, or retail businesses, our clients cannot see, touch, smell, or taste...
26
FEB
2013

BUYER FACILITATION VS SELLING

What’s the difference?   Buyer facilitation is helping prospects discover for themselves why they should do business with us. Selling is telling them why they should do business with us. The difference may appear subtle,  but the 2 approaches couldn’t be more different, and...