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    How to sell value


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Picture of Art Seifert, Glatfelter Program Managers

Art Seifert, Glatfelter Program Managers

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


Be bold for success in sales

Value Selling

Confidence is a major component of sales success. Sometimes, it pays to be bold. However, being bold can be uncertain…it requires high risk tolerance.

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Your key to success: Become an expert

Value Selling

Paying attention to forms and becoming a forms expert pays off exponentially. People respect and trust expertise.

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Clients name broker expertise as #1 sought attribute

Value Selling

Clients want insurance experts in their class of business. They want specialists. They want problem solvers.

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Be wise and specialize

Value Selling

By specializing, increased revenue is almost a guarantee. Specialists not only become an expert in the niche, but a trusted adviser.

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Give away to grow your book

Value Selling

The more value I brought to a relationship, the less my client talked about price. My clients wanted value and were willing to pay a little extra to get it.

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The power of a written goal

Value Selling

Written goals are imperative in sales. But did you know that how the goal is written can impact how your mind interprets it?

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Value selling and expertise

Value Selling

Establishing credibility as a young producer is crucial. Higher prices with insurance grow with experience and confidence.

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Creating right sized expectations

Value Selling

As a young producer, you need to be realistic. You can use this to sell value and a higher price. Understand the importance of right sized expectations.

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Move from the rational to the emotional to sell value

Value Selling

People should make purchases based on reason, but more often purchases are made based on bias and emotion.

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Value selling starts with active listening

Value Selling

In order to be successful selling value, you need to sincerely understand your client's emotional state.

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