Many critical outcomes depend on successful and sustained insurance selling. From financial security of a society to investments for business and for public infrastructure, they all depend on the ‘yes’ that some insurance agent, somewhere in the country, manages to get from his customer after much effort. What does this success depend on asks K Nitya Kalyani.

For selling insurance, first comes trust, and then comes knowledge. Supporting                       and underwriting these two is a strong system of regulation. Today, customer confidence is based on the level of knowledge and ethics of the seller and this has been repeatedly driven home in countless insurance training sessions and [...]

In this article, Gopinath deals with the pain of rejections that agents face. He tells agents that it is lack of experience on the part of the prospects about what they are missing by saying ‘No’ and the agent should only persist using a friendly vocabulary and not use selling techniques.