The challenge in selling value

By Art Seifert, Glatfelter Insurance Group on June 2, 2016

Have the courage to make a sale

Selling value is not the challenge … having the courage to sell value is the challenge.  It seems doing the right thing is often doing the most challenging thing. Selling based on price is a simple operation; pull out the proposals and turn to the last page and the one with the lowest total wins. It’s hard to think of the price seller as a professional.

A true professional knows the importance of doing what is right for the client. When an obese person sees a medical weight loss professional, that professional delivers tough news that he/she knows is in the best interest of the client. The professional makes the tough recommendation knowing there will be objections and is prepared to meet them in order to SELL the value. 


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.

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