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    How to sell value


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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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Honesty in sales matters

Value Selling

Don't waste time on business that isn't interested in value over price.

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Does company culture help build relationships?

Value Selling

Our selling proposition is value. Arriving at this proposition is driven by our culture.

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Who should you partner with?

Value Selling

We all want our money's worth when we buy something so why would it be any different in regard to agents and brokers wanting value from their program managers.

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Do dollars or percentages work better in sales?

Value Selling

Always think of numbers contextually before deciding to use dollars or percentages ... it could mean the world of difference when closing the sale.

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How important is a distribution network?

Value Selling

Our most significant risk is our distribution but our investment in distribution is huge and we are committed to its success.

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Why should you have a risk management program?

Value Selling

By Scott Harkins, Risk Control on June 15, 2016

Risk control consulting can help sell and retain business, and is a critical component in an insurance program.

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The cost of managing risk

Value Selling

The cost in managing risk relies on the predictable cost of risk transfer.

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