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    How to sell value


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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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Agents are concerned with these 3 things

Value Selling

By Art Seifert, Glatfelter Program Managers on September 28, 2016

We need to be competitive when selling insurance. Find out the three tops areas that agents are concerned when providing quality customer service

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Re-evaluate your retention strategies with these 4 steps

Value Selling

By Troy Markel, VFIS on September 14, 2016

Give your clients a reason to keep doing business with you. Follow these 4 simple steps.

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Value selling: Creating the opportunity

Value Selling

You don't get the chance to sell value, you have to create the opportunity to sell value. Read about the effort it takes to do so.

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Value selling: Ask these 3 tough questions

Value Selling

Get the top four questions you can ask your prospects when you are looking at selling value over price.

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Ensure brokerage success with legacy planning

Value Selling

By Troy Markel, VFIS on August 17, 2016

Do you have a succession plan in place? Passing your business on to someone you can trust is something you want to think about if you haven't already.

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