Beating the Competition in Today’s Insurance Marketplace

Topics:
Presentations
Tags:
Business Operations,
Corporate Insurance,
Huthwaite,
Insurance,
Research,
Sales,
Sales Force Management,
Sales Strategy
Source:
Huthwaite

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Overview: "Huthwaite’s research with thousands of customers who paid above the minimum for services or products reveals that there are three, and only three, things that clients say create value for them. There are three things that will help you to be more strategically important to your clients and difficult to substitute, and a true value creating sales force needs to be able to do all three. In short, research has revealed that customers will pay for the sales experience/salesperson who helps them to:Recognize the Unrecognized Problem, Develop the Unanticipated Solution and Broker of Capabilities."

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Format: PDF | Size: 302KB | Date: Jan 2003 | Pages: 10

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