Sell with Conviction

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Buyers today want a different type of salesperson... Find out what they want here or contact bernadette@bernadettemcclelland.com

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Sell with Conviction

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Your speech is amazing. As you look out at the audience, they are on the edge of their seats; they’re nodding, and engrossed in every word that you say. You’re about out of time and you need to wrap it up, so you say: • “Who has questions for me?” • “Well, that's all I have for you." • "Thanks for your time." • Rambling until time runs out and sprinting off stage. • “Buy my stuff.” If you ever ended your presentation with one of these statements, then you’ve done it. You’ve blown your close. The conclusion is the most valuable real estate in any speech. Why? Your audience remembers MOST what they hear LAST. Social psychologists call this "The Recency Effect." And because of this psychological gem, you need to write a conclusion that leaves a lasting impression. How do you do that? Read on. There are three parts to a conclusion that gets remembered and helps your message spread.

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Insurance IoT is a social good! Because: 🔵 Expected losses can be reduced structured programs with both real-time mitigation actions to solve a specific situation, and behavioral change mechanisms to promote safer behaviors (both in personal and commercial lines) 🔵 Rate can be matched to risks better: - Smaller and more accurate pricing clusters allow a large part of profiles to receive a lower rate - Even with the ability to price the individual probability of loss (cluster of one) the insurance foundation isn’t canceled (The risk of each policy will contribute to the expected losses of the portfolio; The premiums paid by many lucky policyholders will be used to pay the claims of the few unlucky policyholders who had an accident in a period of coverage) 🔵 IoT data can be used to increase the effectiveness and efficiency of the claim process, so improving the combined ratio ceteris paribus ⏩ Large part of the policyholders will pay less (and portfolios currently difficult to insure will become more insurable) Insurance IoT (and telematics) is not about providing a discount Insurance IoT (and telematics) is about creating economic value using the data and sharing part of this value with policyholders (and agents & brokers) An integrated holistic adoption of the IoT paradigm is a game changer for your insurance business and a social good: ◾ it allows to improve the availability and affordability of insurance coverages ◾while allowing the sector to write a profitable business Below you can enjoy a selection of best practices in both personal and commercial lines - written with some of the IoT Insurance Observatory members - that have already started to obtain results from their IoT business transformation journeys

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Insurers' journeys to build a mastery in the IoT usage

Insurers' journeys to build a mastery in the IoT usage

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The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...

The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...

The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...

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