|  ONLY
A CLOWN WOULD
"PULL A NIJINSKY!"
by Forrest Wallace Cato, RFMA, RTIC, FMM, RFC
A few minutes ago I interrupted my work to
answer the phone. (I wish it had been you calling.)
I hasten to write this before I forget any aspect of
the just completed conversation. Though I recorded the
conversation, as I informed the caller, I am rushing
now because I want to accurately capture, if possible,
the flow of the dynamics involved. The caller was an
insurance agent located near a New England city.
 Nine
Mistakes To Avoid When Marketing To Seniors
by Wilma G. Anderson
Like constructing a building, you make a sale by building
it brick by brick. But one missing or cracked brick can
bring the whole building down in a crash, and you might
not have the time to rebuild it.
Make sure your sales are solid by avoiding common mistakes
in construction. While these errors apply especially to
selling long term care insurance, annuities and other
products to older clients, many are common mistakes with
all age groups.
 Mistaken
assumptions = No referrals
by Bill Cates
Why don't reps ask for referrals more often? Fear produced
by mistaken assumptions. Producers make certain assumptions
about the referral process that often hold them back from
fully leveraging their client relationships.
 Six
Powerful Prospecting Tips
by John Boe
Why is it that some sales reps consistently earn a six-figure
annual income while other reps, putting in the same
hours, selling the same products and trained by the
same sales manager struggle each month financially to
make ends meet? The answer to this question is painfully
simple; the six-figure sales reps spend more time on
the phone and never forget to ask for referrals! |
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 Don't
Settle
by Coach Lee
Settling is about not embracing what is best
for you and accepting what you really don't want. When
you settle, you accept less than you deserve. Settling
becomes a habit and a way of life, but it doesn't have
to be. According to Maureen Dowd, "The minute you
settle for less than you deserve, you get even less
than you settled for."
 The
Ten Dumbest Things Salespeople Do
by Bill Brooks
The truth is, knowing what NOT to do in sales is just
as powerful as knowing what TO do. Make sense? So I've
assembled a list of ten of the dumbest things that we've
seen salespeople do – things that are virtually
guaranteed to totally and completely de-rail your selling
career.
 The
Secret to Building Rapport
by Michael Beck
There's no question that people do business with people
they like, and the key to having someone like you is
to build rapport with them. But sometimes, that's easier
said than done. One of the challenges to building rapport
is simply understanding what "rapport" really
is.
 No
Brainers: 27 Low or No-Cost Ways to Improve Your Next
Tradeshow
by Susan Friedmann
There are lots of ways to improve your team's performance
at tradeshows. From snazzy new displays to intensive training
to rewards and incentives for top producers, it's difficult
to even count the myriad ways What's not difficult is
to realize that some of these improvement methods come
with hefty price tags.
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