Management - business development: service as selling

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Within insurance broking and professional services generally, there is often a reluctance to adopt the ‘sales’ tag. In some cases this may disguise a failure to recognise the fundamental importance of selling to any organisation looking to promote quality products or services in a competitive market.

If brokers are to avoid being pulled into a price battle, it is essential to build value to secure a premium for their service.

Yet adding value is only possible if it is relevant to the client. To

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