["Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Edwin Lamont, CIC. ]
ULTIMATELY, you are the product that your clients buy. So what kind of product are you? How would you describe the cost, coverage and service advantages that you, your agency and your companies offer? If you don't know what they are, how in the world will you convey them to your clients and prospects? Take time to identify the demonstrable advantages you offer clients and to figure out how you are different from other agents. Then you'll confidently and effectively sell your ultimate product-you!
Coverage advantages: Can you offer coverage enhancements tailored to individual customers' operational risks or personal lifestyles? Specifically, how does your insurance program protect your buyers better than the competition's does?
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