SEMINAR SELLING WORKS! by Dennis Pillsbury Use seminars to educate rather than sell your clients and prospects. Seminar selling has become one of the latest fad...

In the West, cattle ranchers still brand cattle. Once the brand has been burned into the hide, nothing can change it. Altering a brand is illegal and easily detected.
The branding of a business, product, or service is no different.

SERVICE SELLS! by Pegi Flahault Selling is as much about the approach as anything else including your approach to your employees. This document by Pegi Flahault can help you increase...

SETTING APPOINTMENTS WITH QUALIFIED PROSPECTS TELEMARKETING SCRIPT Producer: Hello (PROSPECT NAME), my name is (NAME). I am with (ABC AGENCY) insurance. Several months ago we spoke brief...

Dear (Customer Name): BECAUSE YOU'RE AN IMPORTANT MEMBER OF OUR AGENCY FAMILY . . .I'd like to take a few minutes to discuss your ( ) policy...

Few steps of forming a business relationship have more importance than qualifying the prospect's interest and commitment. It's a high-payoff and high-value use of your time, and leads to a constructive outcome for both parties in the relationship.

We all know that doing business today is differs dramatically from even a few years ago. In spite of what might seem so obvious, many of us keep clinging to a familiar past with nothing less than stubborn tenacity. Although it’s easy to spot others who have fallen behind, it takes almost desperate determination to drown out the noxious notion that we might be out of sync.

SHARK-PROOF YOUR ACCOUNTS! by David Connolly Use this strategy to insulate newly written accounts against the comeback attack of the incumbent agent. Youve sold y...

SHARKS WANTED: HIRING GREAT SALESPEOPLE by Chris Burand Find the best sharks and train them to be even more effective predators. We dont want the people who ...

SHOULD CSRs SELL? by Joanna Brandi Although most customer service reps don't like to sell, they love to help and to be useful. If you ask them if they would feel good if...