Consider this
quote: “I have often been misquoted on my assessment of the importance of
product knowledge to an agent – which I place at 5% of capabilities. The catch
lies in knowing as close to 100% of that 5% as you possibly can. Knowledge of
people accounts for 95%. If you get an A on every exam on product knowledge but
know nothing about relating to individuals, you will fail.” -John Savage CLU, High Touch
Selling
John Savage was
one of the best known and most successful insurance agents in the nation, and
built one of the top agencies in the nation. He believed in the relative
importance of selling skills and continual training in the relational
area. Most agents however, actually have this backwards....placing much more emphasis on product training, believing they are already great in sales (closing) skills. Or, they don't do much of any training at all, believing that they just need more leads to grow their business.
For the top web based video sales training available on the market today, call me at 800-211-0017 EXT. 115.
