Coaching Sales People
All the books you’ve read, all of the “rah-rah” rallies you’ve attended, all of the workshops you sat through don’t mean squat if you don’t convert the knowledge into skill.…
Customer Service
Beyond Consultative Selling
Selling may be simple but consulting is hard — and it’s different! You’re kidding yourself if you think you can hire a “sales trainer” to teach your sales people how…
“Courting” the Customer
What’s your “pickup” line? “Hi sailor, been in town long? I’m a Libra, you must be a Capricorn.” For a business, the pickup line for buyers might include the trigger…
Great Sales People Are Great Fishermen!
Most sales people have problems with closing because they don’t understand the Big Secret of selling. They think you close the sale by asking for the order. Wrong! You close…
Selling to a Higher Purpose
How often have you heard the sales gurus talk about the “pain and gain” issues in selling? And how to identify those sensitive targets as buying motivations and sell to…
Hiring Sales People…Getting Behind the Mask
The hardest hire you will ever make is finding and hiring a good sales person. Sales people are trained to mask their behaviors and feed a prospect what they want…
What You Can Do About Insurer Insolvency (Part 1 of 2)
Mission. Integrity. Ideal. Excalibur. Universal. Enterprise. Great Global. American Excel. Champion. Adjectives for the Virtual University? Nope…names of companies that used to insure millions of individuals, families and businesses. Perhaps…
Ethics in the Insurance Industry
March is Ethics Awareness Month in the insurance industry. This has become an annual event, sponsored by the Insurance Institute for Applied Ethics and the CPCU Society, and endorsed by…
Ethical Dilemma #3: The Case of All’s Fair in Love, War and Insurance
In March 2002, Ethics Awareness Month, we ran a contest with three ethical dilemmas, asking our newsletter readers to respond with their answers. Below is one of those questions, along…
What You Can Do About Insurer Insolvency (Part 2 of 2)
Mission. Integrity. Ideal. Excalibur. Universal. Enterprise. Great Global. American Excel. Champion. Adjectives for the Virtual University? Nope…names of companies that used to insure millions of individuals, families and businesses. Perhaps…
