X

Thank you for sharing!

Your article was successfully shared with the contacts you provided.

In September’s article, I challenged you to create 60 or so questions to use as basic preparation tools for beginning the sales process. We often see producers with full pipelines of useless prospects with a 75 percent failure rate. Why are these prospects in your pipeline? The answer: “Because my sales manager or agency owner is from the old school of activity-based selling, rather than the consultative selling approach. They scream and pound the desk and demand we keep our pipelines full.”

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.