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things must happen for amazing worksite LTCI sales
by Phyllis Shelton
In worksite, that "thorough sales presentation"
is embodied in the employee education process. There's
far too much information for the employer just to send
a letter announcing that LTCI will be offered and inviting
the employees to an educational seminar. With that approach,
you'll be lucky to get more than a handful of employees
to show up for the meetings. The right approach consists
of these two necessary guidelines.
 How
to Use Sales Psychology
to Create More Lifetime Clients Now
by Gregory Stebbins
"You could just live in your hurt feelings, like
you've been doing. Or you could choose to pay closer attention
to your customer and work with him the way he wants to
be worked with. Specifically, allow this customer to have
control over the sales call, give him the information
he needs in the timing he needs it, and allow him to cut
you off."
 Six
Ways to Define Your Target Audience
by Susan A. Friedmann, CSP
While it would be nice if every single person in the
world wanted your products and services, the truth is
that by trying to appeal to everyone, you often wind
up appealing to no one. Increase your chances for success
by narrowing your target audience: selecting a crowd
of likely customers and concentrating on meeting their
wants and needs.
I
believe! I believe! Are you a believer?
Jeffrey Gitomer
As salespeople try to grow their career, they focus
on product knowledge, selling skills, maybe some networking-relationship
skills, and little else. They leave out one of the two
critical success elements for true achievement and fulfillment:
self-belief (the other being positive attitude).
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 Insurance
Agents Are Like Toasters
by Michael
Beck
Everyone owns and uses at least one small
appliance at home. It might be a toaster, a garage
door opener or a microwave oven. No doubt it's something
we use every day. And yet, we can't recall the brand
name of the appliance. We all know what it looks like
and how it operates, but generally can't remember
who the manufacturer is… until it breaks. When
it breaks, we check to see what brand of "widget"
it is and whether repair or replacement is covered.
 Misery
Well Spent
Rachelle Disbennett-Lee, PhD No one likes to
be miserable. Well, most people don't like it, anyway.
Misery can make life unbearable. However, misery does
serve a purpose. When you get through the misery and
can take a step back from the situation, you will see
that, through the misery, you have developed personal
strength, increased your confidence and learned important
life lessons.
 "Do's"
and "Don'ts" of Dislodging a Competitor
by Bill Brooks
You have a huge account you want to win…but one
of your competitors is already serving the account.
Dislodging your competitor is going to be a long-term,
strategic process that requires persistence, patience,
and more than a little creativity. And once you win
the account, you'll have to work hard to retain it…eventually,
someone is going to try to dislodge YOU, too.
 AN
ACTION STEP IS WORTH A THOUSAND WORDS
C.J. Hayden, MCC
We self-employed professionals spend a great deal of
our marketing effort on searching for the right words.
We read books, take classes, and hire consultants to
help us write copy for our marketing materials. Writing
sales letters, drafting brochures, and composing websites
consumes hours or days of precious marketing time. But
it appears that many professionals have mistaken all
this wordsmithing for productive action.
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