Bright Future Penguin
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I'm an insurance rep and in my experience it is pretty much always relationship. The client has to trust you to find them the proper product before anything else happens. Even an "I want the lowest price" buyer has to believe you have presented him with it before he will buy.
One of the most important functions of our job is being worthy of the trust our clients place in us. The sales process, though, is all about the relationship. Doing the right thing for the client is about committment to ethics and about knowing the proper products for each given client and circumstance. |
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aitmf
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Rlationship first. If someone can believe you and you believe you have something that can really help them then the sale is there. If they can't believe you are honest then they won't believe in the product either. |
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Badger Fan
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Absolutely relationship! Talk to any truly successful insurance agent and you will find that they all have a lot of friends who happen to be their clients. If it is all about the rate, then, giants like New York Life or State Farm insurance would not have lasted as long as they have. You and I can smell those who just want our money and they won't last long. It is all about trust and reliability. |
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Elijah K
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Depends on the client. If the client is price sensitive then sales. If the cleint is worried about insuring their business then product. |
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Tricky
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i think its more on relationships..people usually buy from people they trust rather than the features of a particular product |
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bostonianinmo
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Virtually all sales -- especially repeat sales -- are based on relationships. You can find product anywhere. The relationships are what make it all work. |
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leah_ifft@sbcglobal.net
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Definitely relationships. When someone is purchasing insurance they don't have a tangible product in front of them, so they feel better if they have a trusted insurance advisor to help them along. Establishing relationships leads to building trust. |
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?
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salesmanship |
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Joe Man
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It is a combination of the 2. The product has to be what the want or need. And the relationship has to be there because people don't buy from people they don't like (usually). |
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Babyofmine
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I would say relationship because insurance is something that you do not want to buy and most people do not realize how valuable it is until they have to use it. Insurance is about PEACE OF MIND and knowing that you have it. |
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Loollea
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i think it's price, product and relationship , and relationship is important because you are selling an invisible product so the client needs to trust that the agent will take care of them |
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mbrcatz
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Combination of the two - you have to have a decent product, and be able to ESTABLISH a relationship. |
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