X

Thank you for sharing!

Your article was successfully shared with the contacts you provided.

One of the biggest problems many sales people face is the long sales cycle. Their inability to determine if in fact they have a “prospect” versus a “suspect” causes them much trouble. One question I like to ask salespeople is, “Would you rather know the first day upon meeting a suspect or a prospect if you’re going to get the business? Or do you want to go through the sales cycle only to learn that you didn’t win?”

Dig Deeper

PropertyCasualty360

Join PropertyCasualty360

Don’t miss crucial news and insights you need to make informed decisions for your P&C insurance business. Join PropertyCasualty360.com now!

  • Unlimited access to PropertyCasualty360.com - your roadmap to thriving in a disrupted environment
  • Access to other award-winning ALM websites including BenefitsPRO.com, ThinkAdvisor.com and Law.com
  • Exclusive discounts on PropertyCasualty360, National Underwriter, Claims and ALM events

Already have an account? Sign In Now
Join PropertyCasualty360

Copyright © 2019 ALM Media Properties, LLC. All Rights Reserved.