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Tag Archives: Insurance

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4 Cool Ways To Get People To Answer Your Questions

Professional Marketing Associates Posted on November 16, 2016 by Joe ArakNovember 16, 2016

In most sales situations you’ve got to know a lot of details about a prospect’s operation before you can offer good solutions aligned with their needs, concerns, values, and buying attitudes. To learn those details we need to develop skill … Continue reading →

Posted in Sales intelligence | Tagged Active listening, Asking questions, Building trust, Commercial insurance telemarketing, Communication, Influence, Insurance, Insurance agents, Insurance prospecting, Lead generation, Lead qualification, Motivation, Sales | Leave a reply

Overcoming Buyers’ Last Minute Inertia

Professional Marketing Associates Posted on August 31, 2015 by Joe ArakAugust 31, 2015

Last time we wrote about those frustrating times when prospects hem and haw, refusing to commit to setting an appointment or closing the deal, even when you’ve shown them it’s clearly in their best interest to go forward. We blamed … Continue reading →

Posted in Business relationships | Tagged Approach-avoidance conflict, Building trust, Buying anxiety, Commercial insurance, Insurance, Meetings, Prospecting, Social proof | Leave a reply

When Prospects Are Afraid to Pull the Trigger

Professional Marketing Associates Posted on August 18, 2015 by Joe ArakAugust 18, 2015

Ever deal with a business insurance prospect who’s interested but can’t quite commit to meeting with you? “I think I’ll wait ’til next year.” “We’ve compared in the past and it didn’t work out so I don’t think we want … Continue reading →

Posted in Business relationships | Tagged Business relationships, Commercial insurance, Communication, Insurance, Insurance prospecting, Meetings, Motivation, Prospects, Sales intelligence | 1 Reply

The Power of Negativity

Professional Marketing Associates Posted on March 30, 2015 by Joe ArakMarch 31, 2015

A few months back I received a pitch letter from Amazon with a markedly negative tone. You’re not taking advantage of all the Prime benefits that you’re already paying for, it admonished. I could be watching all kinds of movies … Continue reading →

Posted in Business intel | Tagged Amos Tversky, Apple, Business intel, Commercial insurance telemarketing, Communication, Daniel Kahneman, Influence, Insurance, Insurance prospecting, loss aversion, Marketing, Motivation, Negativity, Positivity, Prospecting, Sales, Sales intelligence, Social science | Leave a reply

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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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