Enough is Not Enough

Enough is Not Enough

Enough is Not Enough Today’s selling environment is more competitive than ever. In almost all situations, there are more companies now offering similar or the same product lines.  Traditional “brick and mortar” businesses are often forced to compete...
Communicating Value

Communicating Value

Communicating Value The old pendulum balance scale is a beautiful thing.  Maybe I think so because I am a Libra.  But I have always been drawn to think in a manner that  links back to my perception of that scale. If I am making a decision from two alternatives –...
Bring Value To The Table

Bring Value To The Table

Over the years, I watched the insurance industry become more and more commodity oriented. To win the case in situations like that, you must find ways to bring value to the table above and beyond the transaction.  That value may be in tangible economic currency, where...