UNUSUAL STRATEGIES FOR CLOSING MORE SALES by John Graham Selling is a tough profession -- and from all indicators, it might not be getting much easier any time soon. T...

One of the biggest frustrations in the world of business is meeting someone, shaking hands, exchanging thoughts and ideas, and promptly forgetting their name. Most articles about this subject are aimed at improving name retention.

USING PUBLICITY TO ENHANCE YOUR AGENCY'S IMAGE by LuNell Gilliland As money gets tight, many agencies instinctively react by cutting back advertising. To save money, they decrease the si...

WEBSITE MARKETING: A BALANCING ACT by Richard Barry Although this article gets down to basics, it's not an introduction to website development or a 101 approach to interactive Internet c...

Is selling the same as prospecting? Is selling the same as quoting?

No to both questions. In the insurance business, selling is comprised of two components, but neither of them involves prospecting or quoting.

WHAT IS TARGET MARKETING? by Thomas M. Maher The beat goes on. Yes, target marketing is still up there near the top of the corporate charts. But, according to an ...

WHAT MAKES YOU SPECIAL? by Pegi Flahault 'So, tell me a little about yourself.' Remember how important an intelligent and succinct response to that question was when you were out job ...

Far from just another sales technique or gimmick, Productive Selling Attitude (PSA) is a fundamental approach to making sales.

PSA is emerging from a clear understanding of how customers think, as well as from the expectations of suppliers and vendors.

Only those who are brutally honest with themselves really make it in sales - this means admitting that it is getting more difficult to "make the sale."

The obstacles to success are everywhere. Automated telephone systems serve as an impenetrable wall. The fear of making a wrong decision creates endless delays and false starts.

WHAT'S A CUSTOMER WORTH? by Al Diamond You work hard to sell insurance to new customers, we all know that, and that is why we pay for marketing and advertising to prospects, the general public...

WHOLE LIFE INSURANCE: MODULE V-F THE PRODUCT Whole Life insurance, also referred to as 'ordinary' Life, is the oldest form of permanent Life insurance protectio...