Risk & Business Magazine Cain Insurance Risk & Business Magazine Summer | Page 26

JIM GILBERT’S
Sales and Marketing:
The Game You’re In
HOW MANY SALESPEOPLE ARE IN YOUR
COMPANY?
E
veryone in your company is in
sales! Does everyone in your
company understand that no one
gets paid unless a sale is made?
A sale is more than just a money
transaction. It is a transfer of feelings. A
teacher that improves a student has made
a sale. A bus driver that turns an early-
morning rider’s frown upside down has
made a sale. A receptionist that shows
a customer they care about them has
made a sale. An insurance agent that has
their client properly protected when the
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unexpected occurs has made a sale. The
used-car salesperson that saved his or her
customer their hard-earned money has
made a sale. The mechanic that properly
inspected and serviced that vehicle has
made a sale.
Everyone in your company, public or
private, is part of the sales process and
must have a full understanding of The
Company Vision. Everyone needs to
know they have a part in creating and
keeping a customer. That is how they are
compensated. Without a sale, there can
be no compensation. To say the least, we
are all in this together, and “motorvation”
and productivity are tightly linked. It
takes all of us to make the cash register
ding!
“THE POWER
HAS SHIFTED
FROM THE
MERCHANT TO
THE CONSUMER.”
—JEFF BESOS