Editor's note: This article is the sixth and final in a series on how to "Bake the cake: The 6 P's to insurance sales excellence."

All of my previous articles speak about the sales process for an individual sales professional and guides you through some of the best sales habits and practices to cultivate. In this final segment, we will bring it all together.

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Last 2 steps


All the previous steps are the ingredients. If you want to bake a cake properly, you need the proper temperature and the proper time. These last two steps represent the customer’s buying process and their decision process.

I had a great relationship with a former sales manager that led to both of us meeting and exceeding our monthly number on a regular basis. A big part of that success was our open discussions about my sales pipeline.

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