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    How to sell value


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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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8 DO's of actionable Underwriting submissions

Value Selling

By Tom Thompson, Underwriting on January 18, 2017

It is critical for sales and underwriting to be on the same page in order to obtain actionable submission. Here are 8 underwriting insights into that process.

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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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New producers … know your numbers

Value Selling

Selling insurance is hard work but once you know your numbers and have the discipline required, you can move mountains.

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Value selling: Are you selling to a group?

Value Selling

Selling to a group or board can be very challenging. What can you do to stand out? Read more for suggestions.

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