вЂњResponse needs to be immediate,вЂќ he said. When Boston Business Journal asked Adam Kennedy, 37, the regional property manager for Peabody Properties, Inc., about his guiding management principles, he put communication at the top. Perhaps this explains why so many customer emails fail to receive priority attention or why вЂњIвЂ™ll get back to you as soon as I canвЂќ is insulting. When business email recipients are asked who they should respond to first, the most common answer is вЂњthe boss.вЂќ And itвЂ™s downhill from there. Make вЂnowвЂ™ the only acceptable response time. The salespeople who are most successful in accomplishing this objective, a role some call вЂњcustomer experience facilitator,вЂќ deserve to be compensated appropriately for their efforts and their ability to clearly understand customer needs and expectations.Дў. But it does suggest that salespeople now have the task of aligning a company with its customers in ways that result in ever-increasing loyalty. However, this shouldnвЂ™t cause anyone to conclude the change diminishes the salespersonвЂ™s value. While this may help explain the near fanatical customer loyalty enjoyed by companies like Amazon, Apple and a handful of others, it also calls into question the traditional and cherished role of salespeople as intermediaries operating between a company and its customers. A recent Silverpop white paper referred to a study that directly affected salespeople: вЂњ83 percent of consumers are willing to spend more on a product or service if they feel a personal connection to the company, while 20 percent said they would spend up to 50 percent more if they felt the company put customers first.вЂќ So, here are six ideas that will help you become more effective:ДЎ. The bottom line is that being a modern salesperson isnвЂ™t easy. They want to tell their story, and they expect salespeople to listen. TodayвЂ™s customers want their issues and interests addressed by salespeople. But, itвЂ™s ironic that this strength of knowledge shifts to weakness when they blindly approach solutions from their own perspective. Insurance salespeople are knowledgeable when it comes to analyzing and managing risk.

How could they miss something so obvious? ItвЂ™s easy.

The point is, what seems rather intuitive to most consumers may not be quite so clear to insurance salespeople. One seminar leader opened a workshop for property and casualty insurance agents by asking this question: вЂњWhy do people buy insurance?вЂќ After the participants offered a variety of responses, the seminar leader said that there was only one right answer: вЂњTo take care of claims.вЂќ

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