November 5, 2013


pulling an airplaneIf you’re selling the best product, at the lowest price, with the best support and at the highest compensation, congratulations! If not, read on.

No company excels at everything. Compromises get made. For example, life insurers that sell through independent advisors aim to be reasonably competitive. They often think they are. Showing otherwise takes some skill.

Let's say you find one company's commissions are relatively low. What can you do? Here’s a three step process which also works for other changes you may want.

1. Prove It

Beer is proof that God loves us and wants us to be happy.
--- Benjamin Franklin
Talk is quick. Proof takes work. An apples-to-apples comparison goes far in getting change. For proof to be effective, you must compare fairly, unlike Hyundai claiming their Sonata is better than a BMW 525 (watch the commercial).

  Summarize your proof in a pleasant email and attach the evidence for review. Why not phone? You can but email makes your message easy to forward and leaves records that show you’re serious.

2. Tell The Right Person

Once you've got proof, tell the right person. If you don’t have rapport with the decision maker, start with someone who’s likely on your side. Who directly benefits from your sales? Your distributor or wholesaler probably does.

Do you carbon copy everyone you know on your email? No! If you started with the right person, they’ll likely investigate or forward your email to someone who will. When you involve too many people, you might slow down the process and alienate people who might have helped you.

3. Pause Before Following Up

People are busy. Marking your request "ASAP" may actually hurt. You're better off allowing a day or two for a reply. In the ideal world, you'll receive quick acknowledgment of your query and an estimate of when to expect an answer.

You might not get an immediate change but you will make an impression. Companies want to be reasonably competitive. Sometimes they aren't but didn't know. If others make similar requests, changes are more likely.


PS Refrain from going public via social media before, during or afterwards. You don’t want to damage relationships.

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