Strategies for Success Newsletter August 2009 Issue 44
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Published by Emily Huling Selling Strategies
Copyright 2009 Emily Huling. All rights reserved.
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In this August 2009 issue:
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Coming this fall! My new book and
audio - Great Service Sells – How CSRs Turn Service into Sales.
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1. Thoughts from the office
We don’t do it that way - and here’s
why.
Jerry is a long-time and very successful agency owner.
He’s in the category of sales expertise I call “respectful confidence.”
That’s when a salesperson is secure enough to thoughtfully choose his
business partners and the terms of the relationship.
However, in these difficult economic and soft market times, even the most
assured of salespeople are tested. Jerry was and won.
Jerry received a request for proposal, a RFP, from a large risk that he was
extremely interested in writing. The RFP requested a preliminary interview with
interested agents. If selected, the agents submit a proposal based on
specifications provided by the account.
Jerry’s firm does not participate in the RFP process of quoting so this
is what he did.
Jerry accepted the invitation which required him to drive three hours to meet
with the risk managers for the agent selection meeting. He said to the group,
“We don’t do it this way and here’s why. A RFP mandates that agents compete
against each other and pit our markets against each other to please you to earn
your business. That is not in your
best interest. That doesn’t give you what you pay us for – working with the
markets, sound risk management advice, coverage recommendations, and so on. At
our agency, we work on behalf of our clients and will not compromise that by
competing against other agents for your business.”
The board was quite surprised Jerry came to the meeting to tell them he
wasn’t interested in participating.
They said no one ever explained the RFP process to them that way. They said they
appreciated his time. Jerry went home.
One week later, Jerry got the call. He was to be the agent on the account. No
outside competition. In the end, Jerry and his firm delivered what he had
promised -- a strong carrier, the best coverage, and the lowest cost to his
client.
Moral to the story: Stick to your principles and sound business practices at all
times. Explain to others what value it offers them. Not only will you sleep
better at night, you will prevail.
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The Energizer Minute
This month, tune in to hear Give Me 5
Reasons, which shares why it’s important to know exactly who you are and
what you offer. Go to the
www.sellingstrategies.com
home page and click on the Energizer Minute.
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3. Thoughts from the road
Two recent encounters that remind me to be grateful for America…
Jimmy the Jamaican taxi driver was quite punctual for my 4:30 AM pickup at the
hotel in Des Moines. He greeted me
with a broad smile and a spring in his step as he loaded my suitcase in the
trunk. He wore a Dr. Seuss Cat in the Hat
hat that made his over six-foot build seem that much taller. I caught a glimpse
of a dreadlock that didn’t quite make it into the hat. I had to ask. Turns out
he’s been growing the dreads since 1976, after he left his tour of duty with the
United States Marines. He came here for a better life and without a job. He
figured serving our country would make him American. Since then, he and his wife
raised three boys, moving to Des Moines from Chicago in the mid-80’s after the
gangs threatened their neighborhood. Jimmy told me that he’s living his dream
driving a cab in Des Moines. The twenty-minute ride flew by and when we parted,
he bowed and tipped his hat. Those dreadlocks released and when he stood they
fell past his knees. I’m still smiling.
On to Chicago, where I met George, a limo driver from Bulgaria. He was a
handsome man in his thirties with that hearty eastern European look and accent.
He came to America from Bulgaria ten years ago. Like Jimmy and most new
settlers, George came here for a better life. He settled in Chicago where he
already had some family. George told me he met his wife at a Bulgarian social
function. He proudly told me they have two beautiful American children and he
and his wife felt it their duty to become citizens as well. In fact, he told me,
he had just gotten his citizenship in 2008. “Did you get to vote in the
presidential election?” I asked. “Absolutely. I love this country. I’m amazed
that so many Americans don’t vote. What a privilege it is to choose a candidate
and then cast a vote in peace and safety. Just look what’s happening in other
countries.”
What do you appreciate most about living in America?
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The first step to happiness is wanting what you have.
EH
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What people are buying from Selling Strategies to help their people and grow
their business.
Navigating Troubled Times One Client at a Time
– a CSR audio seminar
Handle Sales Objections
– a CSR and producer audio seminar
How to Compete with Direct Writers
– a Personal Lines agent seminar
How to Create a Sales and Marketing Plan
– a producer self-guided program with workbook
Go to www.sellingstrategies.com
for information and to purchase.
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On the road in 2009
Here are my currently scheduled public speaking engagements and conferences.
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Selling Strategies: Strategies for Success Newsletter is published by Emily
Huling Selling Strategies. For further information contact
emily@sellingstrategies.com.
© 2009 Emily Huling. All rights reserved. Feel free to share our newsletter if
copyright and credit are always included.