In insurance sales and in client service, confrontation can be a sticking point.

Avoiding confrontation is a natural human tendency, but how we handle a confrontation can become a defining moment for a relationship or prevent a small problem from evolving into a disaster.

Here’s a personal example: One of my daughters helps to teach a dance class. She got invited to a concert, and had a month to let the primary instructor know that she couldn’t be there one night to help. My daughter went to three weeks of classes, and never said a word. The week of the concert, she went to a class, didn’t say anything, went home, and sent a text that she couldn’t attend. By then, it was too late to find a replacement, and we forced her to skip the concert to teach her class for the sake of her relationship with the dance school and the obvious lessons learned.

Continue Reading for Free

Register and gain access to:

  • Breaking insurance news and analysis, on-site and via our newsletters and custom alerts
  • Weekly Insurance Speak podcast featuring exclusive interviews with industry leaders
  • Educational webcasts, white papers, and ebooks from industry thought leaders
  • Critical converage of the employee benefits and financial advisory markets on our other ALM sites, BenefitsPRO and ThinkAdvisor
NOT FOR REPRINT

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.