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“Outrageous” might seem like an indefensible stretch or, more likely, a deliberate attempt to attract attention. While it may be both, it’s also accurate because it expresses views that fly in the face of the traditional marketing and sales “truths” that are passed on to those who obey them, mostly without question.
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HOW TO MAKE SALESPEOPLE MORE EFFECTIVE The challenge for salespeople is to be ahead of the curve, not behind it. by John Graham Not withstanding the value that many salespeople bring to ...
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Dear (Customer Name): When you sit down to pay your Homeowners insurance premium, do you think about what you're paying for? Do you worry that you might be paying for more cover...
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AN ATTITUDE PROBLEM by Mike Manes I was listening recently to a business owner talk about an employees attitude problem. Initially, I took the comments at face value....
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BOTTOM-UP PLANNING by Ted Silver When an agency understands what individual agency employees want to accomplish from a production standpoint in terms of new and renewal business as ...
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SIXTEEN WAYS TO SURVIVE A RECESSION AND BUILD YOUR SALES by Patricia Berry Managers who approach tough economic times with a get-down-to-the-essentials attitude come out of a r...
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CARGO Dear (Customer Name): While driving to work, you've probably heard traffic reporters report with humor the various truckloads of cargo that occasionally spill onto the highways. Food, liquids...
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WHO SHOULD SELL LIFE? Selecting the party that will sell your Life insurance is a crucial decision. There are pros and cons to every possibility. Life business can be sought by: P/C Pro...
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ARE YOU SURE OF YOUR COVERAGE? Dear (Customer Name), ARE YOU SURE OF YOUR COVERAGE? You're a prudent business owner. Naturally, you've protected your assets with insurance. But did you ...
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BAD TIMES CAN LEAD TO GOOD SALES Life insurance products are necessities, of course, in good times or bad. In addition to selling annuities, there are two easy steps that Life producers can take in ...