High-Payoff Selling: Being Visible and Viable in the New Insurance Market

High-Payoff Selling is based on the best-selling strategies found in Hard Market Selling: Thriving in the New Insurance Era, by Scott Primiano, whose insights and creativity have helped redefine insurance professionals’ sales and service approach throughout both the insurance field and its peripheral industries. Unlike other books you might have read about insurance sales and service, this one doesn’t offer you a script to memorize; it doesn’t rehash sales and service strategies you probably already know, and it doesn’t focus on generating revenues for the sake of getting rich. It does, however, provide a method of defining specifically what you, as an individual, aim to achieve. It also: shows you how to cultivate needs-based expertise to offer clients; offers a relationship-oriented way to attract business; and builds integral value into your service proposition—ensuring your indispensable worth in the marketplace, no matter its current condition. In other words, this book offers much more than sales tips. It is a holistic approach to integrating your life and work goals, customizing services, and securing your position in the insurance industry, based on quality rather than price. Ask yourself these questions:
• Do you want to experience a greater sense of purpose in both your personal and professional life?
• Do you want to work and play more effectively?
• Do you want to increase your worth to clients and distinctively differentiate yourself from competitors?
• Do you want to stop chasing prospects and attract a steady clientele who seek out your expertise?
• Do you want to be able to measure your results and learn from your experiences?

If you answered yes to these questions, this book is for you.

Authored by: Richard Coskren, Bob Teschke, Steve Thompson, Scott Primiano
Edited by: Celene Adams