Editor's note: This article is the sixth and final in aseries on how to "Bake the cake: The 6 P's to insurance salesexcellence."

All of my previous articles speak about the sales process for anindividual sales professional and guides you through some of thebest sales habits and practices to cultivate. In this finalsegment, we will bring it all together.

Last 2 steps

All the previous steps are the ingredients. If you want to bake acake properly, you need the proper temperature and the proper time.These last two steps represent the customer’s buying process andtheir decision process.

I had a great relationship with a former sales manager that ledto both of us meeting and exceeding our monthly number on a regularbasis. A big part of that success was our open discussions about mysales pipeline.

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