APPROACHING FRIENDS FOR REFERRALS: II by Bill Cates How do you approach friends, and others, about the work you do to get referrals? How can you go back to clients who have given ...

BEING ASSUMPTIVE WITH REFERRALS CAN HELP OR HURT! by Bill Cates There are times when being assumptive in the sales and referral process can help you help your clients. there are also tim...

Third-party endorsements inspire confidence and increase your credibility. Make letters of recommendation part of your marketing mix. In this document, Bill Cates tells you how and when to ask for letters of recommendation.

PUT CUSTOMERS FIRST Without competition, producers would eventually become complacent and ineffective. Competition is necessary for growth. If salespeople had an exclusive product or service with ex...

QUESTIONS TO AVOID DURING AN INTERVIEW by Don Phin The United States Equal Employment Opportunity Commission and other federal and state agencies have issued guidelines for employers regard...

In order to properly serve our clients and prospects we must first diagnose their problem and pain. The way we do this is to ask questions. Find out where they are hurting and why. If we jump right into quoting or fixing without diagnosing the problem how do we know they best way to treat their pain? WE DON'T.

SELLING: GOT QUESTIONS? by Bill Hoos When you meet potential buyers, do you ask or do you tell? If youre like most salespeople, you probably do the latter. In fact, you probably te...