by Christopher Clark - 2006-12-09
===================================Secret #4) Handling Objections....===================================There is no avoiding objections, at some point in the business, it is going to happen. I'm not ...
by Don Westacott - 2006-12-29
When I first entered the insurance industry I had the good fortune to join a small insurance brokerage as a partner. There were only two of us in the business, and my partner wrote mainly general ins...
by Don Westacott - 2007-01-02
The dramatization, or showmanship, in your sales presentation allows you to appeal to as many of the client's senses as possible. The more of his senses you can involve the more impact your product wi...
by Jim Masson - 2007-01-09
Wow, that's a no brainer, isn't it? It's got to be those darn pesky customers, doesn't it? Wrong! Wrong! some more! In fact that couldn't be further from the truth.It is a marketplace reality that mos...
by Ken Fields - 2007-01-19
Negotiation is a process of trying to arrive at a mutually agreeable conclusion about something. It could be a sales situation; it could be a behavioral contract; it could be a cease fire. Negotiation...
by Peter Lawless - 2007-03-20
To recap briefly, in part I, we saw that potential customers generally raise objections for three specific reasons. Tactics for NegotiationAssuming that your buyer fully appreciates the value that...
by Jeffrey Hauser - 2007-04-05
I was a sales consultant for the Yellow Pages for 25 years. I went through a six-week course designed to give me all the tools necessary to achieve success. It began with an overview of the six step s...
by Gavin. Ingham - 2007-04-18
A job in sales can be both rewarding and potentially very frustrating. Typically sales people are treated very offensively. Many people conform to the stereotype that sales people are pushy, rude an...
by Rodney M. Brim, Ph.D. - 2007-07-11
There are lots of variables and issues to address when deploying a performance management system across a small or large business. But I've found that there are two questions that are critical ...
by Jon Straumfjord - 2007-09-07
Copyright (c) 2007 Jon StraumfjordWhat about the Garden of Eden, how do we know it existed? Although we cannot verify that the Garden of Eden actually existed, much less where it was, science ha...