 The Secret to Overcoming Objections-Don't
By Keith Rosen
Here's a little known secret that the top salespeople are aware of. They never have to "close" again. You will never have to worry about sounding like you are "selling" (as in pushing) a prospect again.The alternative action that I'm suggesting results in more profitable sales with less effort.
 Communicating Is Science...
Connecting Is an Art
By Mark Gorkin, LICSW, "The Stress Doc" ™
Near the close of a stress and team building workshop for fifty members of a County Parks and Planning Division, an employee wondered aloud why so few of his colleagues had filed grievance procedures in light of a workplace atmosphere exhibiting tensions between a number of employees and some of the managers.
 Getting the Most Out of Networking Events
By Bill Cates, CSP
In this column I'd like to tell you what I've learned, so you can turn networking events from boring affairs to business building opportunities.
 Are You Missing The Boat?
By Lew Nason, LUTCF, RFC
Most of the insurance agents who read this article won't want to hear what I'm about to say, but they are missing the boat — big time.
 The Strangest Secret
By John Boe
In 1957, Earl Nightingale, speaker, author and co founder
of the Nightingale-Conant Corporation, recorded his classic
motivational record "The Strangest Secret." "The Strangest
Secret" sold over one million copies and made history in the
recording industry by being honored as the first Gold Record
for the spoken word. Nightingale, known as the "dean of
personal development," concluded that life's "strangest
secret" is that we become what we think about all day long. |
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The price is... er, ah, the price is ah...
By Jeffrey Gitomer
The price of whatever you sell carries with it a discomfort for most salespeople. They're hesitant to bring up price because it's the final element in completing any transaction – or so they think.
 Saving Time and Energy:
A 6 Step Process to Adopting New Technology
By Susan A. Friedmann
It seems as if a day doesn't go by without some new technological tidbit, guaranteed to transform the business world as we know it, is making all the papers. Blogging is hot one day, passe the next. You Tube is the place you want to be -- unless you don't want to be there, of course!
Before You Sell, You Need a Client!
By Edwin P. Morrow, CLU, ChFC, CEP, CFP®, RFC® CEO
In our current environment you cannot simply sell the consumer a financial product and "Let the Buyer Beware!" It is a sure pathway to compliance nightmares and a lawsuit that can swiftly wipe you out.
 Credibility Strategy
Part Two
By Michael Lovas, C.Ht
This article introduces you to two things: 1) some of the facts about Credibility – based on our own research and experience. This means real research, not opinion. And, 2) a Credibility Strategy that you can start to implement today.
 Think Strategically
By Scott Love
His nervous twitch wouldn't go away. It bothered me in our meeting and I tried not to look at it but couldn't help it. This was one tense CEO and it showed. He was stretched well beyond his limits and seemed to have surrendered to the challenges of running a large organization. His entire life was spent responding from one crisis to another. |
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