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Honesty in sales matters

By Art Seifert, Glatfelter Program Managers on August 3, 2016

Setting expectations

When I was a retail producer and had built a nice book, I became much bolder in setting expectations for new prospects. I flat out told them I would not be the lowest quote they would get, but I would deliver the most value when it came to reducing and mitigating risk and covering claims that other cheap insurance programs would not.

I would ask if they were OK moving forward knowing I would not be the cheapest and  follow  with a straight-up question … if I can prove to you I deliver the best value, are you prepared to pay more?

If they say no, move on. If they say yes, your close is closer.

 



Art Seifert, Glatfelter Program Managers

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

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