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Value selling and expertise

By Art Seifert, Glatfelter Insurance Group on December 28, 2016

More experienced producers find it easier to sell

We have all heard, “Sell on price; lose on price,” which is probably true and definitely over simplified. The ability to sell the “same coverage” at a higher price grows with experience and confidence.

You have to establish credibility and your personal value proposition before a buyer is going to truly listen to your pitch for spending more on the “same” product.  So, expertise and value selling go hand-in-hand.

Once you have established yourself as the expert, then you can recommend a higher price product and back up your recommendation with stories and examples that ring true. Simply selling the lower price is never a good long-term solution.

 



Art Seifert, Glatfelter Insurance Group

Arthur is a fitness enthusiast, a grandfather, philosopher and possessor of a wretched wit.

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The information contained in this blog post is intended for educational purposes only and is not intended to replace expert advice in connection with the topics presented. Glatfelter specifically disclaims any liability for any act or omission by any person or entity in connection with the preparation, use or implementation of plans, principles, concepts or information contained in this publication.

Glatfelter does not make any representation or warranty, expressed or implied, with respect to the results obtained by the use, adherence or implementation of the material contained in this publication. The implementation of the plans, principles, concepts or materials contained in this publication is not a guarantee that you will achieve a certain desired result. It is strongly recommended that you consult with a professional advisor, architect or other expert prior to the implementation of plans, principles, concepts or materials contained in this publication.

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