Ebook Download High-Payoff Selling: Being Visible and Viable in the New Insurance Market, by Richard Coskren, Bob Teschke, Steve Thompson, Scott Primiano
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High-Payoff Selling: Being Visible and Viable in the New Insurance Market, by Richard Coskren, Bob Teschke, Steve Thompson, Scott Primiano
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High-Payoff Selling is based on the best-selling strategies found in Hard Market Selling: Thriving in the New Insurance Era, by Scott Primiano, whose insights and creativity have helped redefine insurance professionals’ sales and service approach throughout both the insurance field and its peripheral industries. Unlike other books you might have read about insurance sales and service, this one doesn’t offer you a script to memorize; it doesn’t rehash sales and service strategies you probably already know, and it doesn’t focus on generating revenues for the sake of getting rich. It does, however, provide a method of defining specifically what you, as an individual, aim to achieve. It also: shows you how to cultivate needs-based expertise to offer clients; offers a relationship-oriented way to attract business; and builds integral value into your service proposition—ensuring your indispensable worth in the marketplace, no matter its current condition. In other words, this book offers much more than sales tips. It is a holistic approach to integrating your life and work goals, customizing services, and securing your position in the insurance industry, based on quality rather than price. Ask yourself these questions:
• Do you want to experience a greater sense of purpose in both your personal and professional life?
• Do you want to work and play more effectively?
• Do you want to increase your worth to clients and distinctively differentiate yourself from competitors?
• Do you want to stop chasing prospects and attract a steady clientele who seek out your expertise?
• Do you want to be able to measure your results and learn from your experiences?
If you answered yes to these questions, this book is for you.
Authored by: Richard Coskren, Bob Teschke, Steve Thompson, Scott Primiano
Edited by: Celene Adams
- Sales Rank: #897657 in eBooks
- Published on: 2014-03-06
- Released on: 2014-03-06
- Format: Kindle eBook
Most helpful customer reviews
0 of 0 people found the following review helpful.
You won't beat Goliath by being Goliath.....be David.
By Dave Sivertson
High-Payoff Selling is an updated version of Hard Market Selling by Scott M. Primiano. I was a big fan of that book (except for the title which I never got- I haven't been in insurance long enough to experience a "hard market") and the new version is markedly updated thanks to the additional contributions of the authors who I estimate have a combined 100+ years insurance experience.
Full disclosure- the authors are principles and coaches at Polestar Performance Programs, Inc. I was fortunate to have the opportunity to complete the commercial producer training program. It was the best training I've received in the insurance industry and a big plus is one of the authors is now my "coach for life".
I believe (as many do) that the age of the "generalist" insurance agent is over. There is more competition than ever, big agency's are becoming even bigger through acquisition, direct writer's are bombarding us with advertising 24/7 with TV commercials, radio ads, web ads, facebook ads, etc., etc., etc. YOU WILL NEVER BEAT GOLIATH BY TRYING TO BE GOLIATH- YOU HAVE TO BE DAVID (a nod to Malcolm Gladwell and his excellent book David and Goliath: Underdogs, Misfits, and the Art of Battling Giants)
This book will teach you how to be David and slay the giant. The nuts and bolts of this approach is to select one or two niche markets (the book has exercises to help you do this correctly), and then find ways to deliver VALUE to these markets the whole year long, not just during "hunting season"- the 60-90 days before renewal when agents are popping out of the wood work to ask if I can "give you a me too quote to save you money". That's how you become Visible & Viable in your niche markets and become the go-to insurance expert.
I highly recommend this book and if you get the opportunity I likewise highly recommend taking part in the Polestar training programs. I have been paid back many times over for my small investment....
0 of 0 people found the following review helpful.
Must Read for Maximizing your Business Marketing and Personal Goal Setting
By Bob Titus
No other book or business development program provides a better motivational step by step roadmap to improving your business marketing, sales and personal development through following processes that differentiate you by bringing Value to others first. Although the book focuses on the Insurance Market, this High-Payoff Development Program is relevant to increasing revenue in all markets and industries. I can personally attest to the fact it also offers Priority Management keys that directly enhance personal goal attainment.
0 of 0 people found the following review helpful.
A great read for anyone in sales. A must for anyone in the insurance business or considering a career in the insurance field.
By Serious Rider
This book is a must read for insurance agents, but I would also recommend this to any sales person - especially in a service type industry. The topics on organization and task management are applicable to any industry. If you are considering a job in the insurance field, this book should be the first one you read. If you are an agency principal and looking for a way to spark some like into your stagnant sales people - BUY THIS BOOK!!!!!
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