How to best sell value

By Art Seifert, Glatfelter Insurance Group on April 25, 2016

Value selling: Believe in the product

To succeed in selling value you must truly believe the product they are selling is differentiated by the value it brings to the table. While it is easy for an auto sales person to demonstrate the difference in fit, finish and performance by providing a test drive; the insurance sales person is challenged because the true value of the product is experienced at the time of loss. 

Finding out you made the wrong buying decision at precisely the time you need the product to perform is an exceptionally unpleasant experience.

Price objections are made more difficult to overcome when budgets are cut and money is tight. However, this is precisely the time when it’s the sales person’s duty to sell value and not price. When money is tight and a loss occurs, restricted budgets have no room to offset shortfalls in coverage delays in claims processing and a long, drawn out battle to be made whole. Tight budgets require speedy and fair resolution of claims.


Art Seifert, Glatfelter Insurance Group

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


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.

This blog post may contain the content of third parties and links to third party websites. Third party content and websites are owned and operated by an independent party over which Glatfelter has no control. Glatfelter makes no representation, warranty, or guarantee as to the accuracy, completeness, timeliness or reliability of any third party content. References to third party services, processes, products, or other information does not constitute or imply any endorsement, sponsorship or recommendation by Glatfelter, unless expressly stated otherwise.

Related posts

You can use it to connect and strengthen professional relationships, learn skills to help you succeed and find career or volunteer opportunities.

Continue Reading

We think it’s time to put to bed the myth that sacrificing sleep is the pathway to success.

Continue Reading

If you’ve run out of opportunities and prospecting tactics, it might be time to explore a new industry (or venture down the river, if you will).

Continue Reading

Submit a Comment