ASKING QUESTIONS: IT'S AN ART by Mary Beth Bolen Different types of questions require different types of responses. In your daily dealings with customers, it's important for you to know the ...

DOES YOUR PREPARATION EXCEED YOUR PRESENTATION? by Preston Diamond Do you compare your presentations to a startup funding request for venture capital? How much money did you ask fo...

FIDUCIARY RESPONSIBILITY Dear (Customer Name): How do you know if you have the right Fiduciary Liability policy? Take the insurance buyers' ERISA quiz: ...

STAY FOCUSED ON SALES AND THE CLIENT The Dartnell Corporation, Chicago, IL, points out that the day-to-day activities of sales can easily distract producers from selling. Phone calls, meetings, paper...

WHITE ONLY! by Mike Manes This document by Mike Manes isnt as controversial as you might think, or is it? Without giving anything away, it depends on how you feel about hone...