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Tag Archives: Empathy

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Don’t Overlook What Business Insurance Buyers Want

Professional Marketing Associates Posted on February 15, 2017 by Jennifer IannaconiFebruary 15, 2017

“The insurance market’s perpetually soft, and all that matters to people is saving money.” If you’re under the impression that price is the only thing most commercial insurance buyers care about, you may be missing something important. To demonstrate how … Continue reading →

Posted in Motivation | Tagged Asking questions, Building trust, Commercial insurance, Communication, Empathy, Influence, Insurance prospecting, Lead qualification, Motivation, Prospecting, Sales training | Leave a reply

Be the Host – Not the Guest

Professional Marketing Associates Posted on October 24, 2016 by Joe ArakOctober 25, 2016

Today I want to talk about the impact our emotional currents have on the way we present ourselves to others. We’ve talked before about the potency of body language. Expansive gestures and postures make us feel more powerful, and in … Continue reading →

Posted in Business relationships | Tagged Body language, Building trust, Communication, Empathy, Influence, Neuroscience | Leave a reply

Are You Afraid Of The Weather?

Professional Marketing Associates Posted on October 4, 2016 by Joe ArakOctober 4, 2016

They may fix the weather in the world Just like Mr. Gore said But tell me what’s to be done Lord ’bout the weather in my head Donald Fagen of Steely Dan I don’t mean the rain and snow weather, … Continue reading →

Posted in Business relationships | Tagged Building trust, Cognitive participation, Communication, Emotional participation, Empathy, Sales, Sales intelligence | Leave a reply

How Does it Feel? (Getting to the Heart of Sales Success)

Professional Marketing Associates Posted on September 19, 2016 by Joe ArakSeptember 19, 2016

 “… [P]eople will forget what you said, people will forget what you did, but people will never forget how you made them feel.” Maya Angelou Emotions are the fundamental drivers of the decisions we make. We’re drawn to what we … Continue reading →

Posted in Business relationships | Tagged Building trust, Emotional participation, Empathy, Influence, Insurance prospecting, Motivation, Neuroscience, Sales training, Social science | 2 Replies

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Recent Posts

  • Don’t Overlook What Business Insurance Buyers Want February 15, 2017
  • The Secret Value of Confirming Sales Appointments January 31, 2017
  • A Quick Primer of Questions January 12, 2017
  • Is That Really A Brick Wall – Or A Door Of Opportunity? November 30, 2016
  • 4 Cool Ways To Get People To Answer Your Questions November 16, 2016

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