For most businesses, growth looks like an X-axis that represents time and a Y-axis that shows dollars and then hopefully an arrow that’s pointing up over time. So many businesses become solely focused on dollars that they get stuck in the grind and thus their...
If you’re selling something that you genuinely believe will help your customer, then forget about your value proposition, your elevator pitch, sales gimmicks, and techniques. Instead, you need to focus on giving the customer what we call the Ah-Ha Amen...
So you spend a lot of time talking to customers. What percent of that time goes to customers who need you a lot because they have billing issues? They have lots of claims on minimum value policies with no real hope that they’re going to take advantage of the...
