The Dilemma of Selling

January, 2015

Greetings!

I had an interesting conversation with a fellow business owner last week. We were talking about the seeming conflict between earning a living and doing what's right for the customer. When your earnings are based on commissions there's always pressure to sell, both from the company and the need to provide for your family - even if the prospect neither wants nor needs the product or service.

Doing what's right for a prospect is never the wrong thing to do. It often proves the difference between making a sale and earning a customer. A customer is someone who will seek you out because of who you are and how you treat them. Customers are repeat buyers, and they make referrals without being asked. So, when facing that dilemma, think about the lifetime value of a customer and how to earn that.

Cultivating Customers,

Dave Ferguson

Insurance Tip: When it comes to health insurance we have a tendency to forget that it's still insurance - something meant to cover the risk of losing all you have due to injury or illness. The premium you pay is a reflection of the risk you are willing to cover - higher deductibles come with lower premiums.

We are still in the annual open enrollment period for Obamacare and anyone can now get insurance no matter their current health. Open enrollment will end on February 15, but people who have qualifying life events will be entitled to special enrollment periods thereafter. If you know someone who needs expert help with their coverage decisions or understanding their options, have them visit give me a call at 847-502-2663. There's no cost or obligation.