Hard Market Selling

By Scott M. Primiano

Book Overview

No Synopsis Available.

• Format: Paperback
• Language: English
• ISBN: 097295550X
• ISBN13: 9780972955508
• Release Date: April 2003
• Publisher: Polestar Publications
• Length: 222 Pages
• Weight: 1.05 lbs.

Customer Reviews

A Complete Selling Course In A Book

Hard Market Selling Our firm just completed a 6 month Sales Training course with Scott "The Dude" Primiano. About 20 producers participated - from 6 newbies to some old timers like me. Scott is a gifter presenter, teacher, coach, friend, encourager, and accountability partner. This week every participant presented their one year game plan to the other participants. These were remarkable - 20 producers with new, detailed tracks to run on. There is an excitement in the agency that is unlike anything in the past. In June we booked 19 new accounts with record breaking total revenues. Needless to say, we are continuing our relationship with Scott. The text for the course was this book. You can achieve these kind of results if you apply the principles in this book in a diligent, disciplined way. What are you waiting for? . . . Buy It Now and get on to record breaking sales!

Excellent Book and Concepts

In 2005, I had the good fortune to meet Scott Primiano and begin an incredible journey - both personally and professionally. For our business (a risk management consulting company), Hard Market Selling has transformed the way we do business... It showed us how to properly develop referral opportunities and cross sell. It described a structured and logical approach to delivering Value Added Services, and brought us the ability of "Priority Management," so that we were spending our time on what is titled as "High Payoff Activities." However, the results speak for themselves. As a company we increased our sales by 250%, and we're on our way to similar growth in the years to come. We are grateful to the jewels found in Scott's book and approach to developing companies. Thank you. Sincerely, Steve Thompson President, Aspen Risk Management Group Author, Workplace Safety: A Guide for Small and Midsized Companies

Simply Excellent

Hard Market Selling is a must read for anybody in the Insurance Industry. By far the best book that I have ever read regarding the ins and outs of selling and servicing a book of business. Scott knows his stuff! The book is very specific and offers usable tools, techniques, and strategies for production, differentiation, retention, and providing value.

Finally - a book on selling that works!

I've read so many sales and service books before - none have been as good and as useful. Hard Market Selling is making me a better producer and a better person. Thanks Scott!

It's about time

It's about time someone wrote a DEFINITIVE book on sellng Porperty and Casualty Insurance in a tough marketplace.But hard or soft market aside, Hard Market Selling is a "MUST" book to read, hold, refer to and distribute to anyone in the sales business.We've referred it to our 2500+ insurance agency force...and will keep on doing so, no matter the difficulty of the marketplace.It is purely and simply the best book I've ever read on selling in our industry...or any other for that matter.