In the world of producers, one person in particular is revered and held in a certain amount of awe, especially by newer producers. This person is the grizzled veteran who has a war story about every situation, has encountered every kind of buyer
ONE OF the biggest hurdles salespeople encounter is "call reluctance"--and all salespeople experience it. New producers are afraid they are not qualified to talk to anyone who might answer the telephone; after all, they do not know insurance.
YOU'VE invested hours in sales-training classes, read all the recommended sales books, attended networking events and gathered daily sales tips via the Internet. But you're still in the same rut. Your closing ratios haven't changed,
Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Fritz Koehler, CIC, CRM. WE HAVE all been told that asking for referrals and networking are better ways to prospect than cold
