Producer Development: Learning to Sell

By Kevin B. O'Reilly
July 18, 2005
The Insurance Journal

New Program Teaches a Consultative Approach to Insurance Sales

"Beginning this week, 15 insurance agents are returning to Normal, Ill., to do an unusual thing in the world of insurance training: talk with each other about what's worked and what hasn't. It's the third and final leg of the Professional Insurance Sales Associate program, a new certification being offered by Illinois State University's Katie School of Insurance and Financial Services in conjunction with the university's Professional Sales Institute..."