Benefits Sales Strategies

To be successful at selling change, you need to understand the phases of resistance inherent in the change process.

Complaints about benefits – no one likes to receive them. As we look toward the future within the Affordable Care Act (ACA), many benefit advisers…

Anyone who sells anything is selling change. You may think that you are selling a product or a service, but youre not. Youre selling change.

While crisis management has seemed to become the new business-as-usual for the world, the newest elements are blatant attempts by our leaders and the media to stampede us. They want us to panic. While panic might serve their purposes (political backlash and selling papers, respectively), its rarely good for the...

We can probably all agree that lettuce, as a product, is a commodity. If there is a head of lettuce sitting on your kitchen counter, it could have been purchased at any store, with any providers brand name, and there is nothing to differentiate it from another head of lettuce...

As head of Cox Smiths employee benefits/ERISA and tax practice groups, Josh Sutin assists clients with the challenges facing businesses today.