Value-Selling-Expertise.jpg

Value selling and expertise

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

More experienced producers find it easier to sell

We have all heard, “Sell on price; lose on price,” which is probably true and definitely over simplified. The ability to sell the “same coverage” at a higher price grows with experience and confidence.

You have to establish credibility and your personal value proposition before a buyer is going to truly listen to your pitch for spending more on the “same” product.  So, expertise and value selling go hand-in-hand.

Once you have established yourself as the expert, then you can recommend a higher price product and back up your recommendation with stories and examples that ring true. Simply selling the lower price is never a good long-term solution.

 



Art Seifert, Glatfelter Program Managers

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

Related posts

Transitioning from an insurance agent to an adviser is about more than how you represent yourself – it's about value selling and providing sound advice.

Continue Reading

The real you is who your clients and prospects will connect with. Forget about perfect professionalism and get real to get better results.

Continue Reading

One of the best ways to find a new source of premium is to find a new industry to specialize in. But finding the right fit for each agent can be tricky.

Continue Reading

Submit a Comment