One surefire way to grow profit is to deploy sales resources that masterfully price your company’s products and services. The right price can boost profit more than improvements in the cost-of goods sold or reductions in SG&A. For example, a 1% improvement in price expands operating profit by about 12% whereas a 1% […]
All customers have a choice to make. Sometimes that choice is between your product and your competitor’s, but sometimes it’s not. Often, the customer’s choice is simply whether to buy your product or nothing at all. If this is the actual choice your customer faces, it is important to determine this early […]
If it’s up to me, I’ll interview, train, and get new telemarketers on the phones within four hours.
That’s right, four hours. And about half of that time will be taking or making live calls!
It can be done, but to accomplish it you have to have your systems in place. Your scripts, including answers to common […]
Whenever I conduct a workshop or give a talk to a group of agents, I ask how many of them are in the business of selling insurance. Inevitably about 25% raise their hands. My response to them is, “If you’re in the business of selling insurance you’ll have a hard time succeeding because […]