VU Resources

Verbal Software…Positioning

The one skill that I see the superb salespeople excel in is positioning. In light of my book title, Stop Telling, Start Selling, this may seem odd because positioning is…

Praise from the Heart

For many people, Valentine’s Day is a day of hearts and flowers and other expressions of affection. Although we are not suggesting that you send flowers to your salespeople, all…

Financial consultant manager talking with a female client at the bank

Just Send Me the Price

“Just send me (or tell me) the price.” Salespeople hear these words early in the sales process from clients every day. But the wise ones know the pitfalls of this…

hand business woman and red watering can with money

Priority Relationships Take a Team

Few priority client relationships are managed by one sole salesperson anymore. Whether the team is large or small, local or international, it takes a team to meet the demanding and complex…

Group of professional business meeting and discussing strategy with new startup project.Creative african american man planning and brainstorm with laptop computer in modern office.Teamwork

Prospecting: Getting Through Voice Mail

Reaching a prospect is no easy feat. One salesperson experienced a voice mail obstacle that was more daunting for him than most. Here is the voice mail message: “If you…

Holiday Rapport

As the year wraps up and you focus on closing business and reaching your goals, pause for a moment and make a list of clients to call with a holiday…

Christmas little houses and trees on white background. Festive modern decor. Happy holidays. Miniature cozy village, ceramic houses, wooden and handmade christmas trees. Space for text

Rethink How You Open

Most salespeople take how they open a sales call for granted — many hardly think about it at all. The opening is a place to differentiate yourself and get your…

RFP Responses That Win

Many larger businesses and governmental entities shop their insurance via an RFP (Request For Proposal). The most common proposal mistakes are being generic, not well organized, not adhering to the…

Honestly, What’s Your RQ?

An RQ is a Relationship Quotient. It is a combination of client focus, interest in and concern for the client, courtesy, and energy. Clients begin to assess your RQ in…

Mature indian man shaking hands with financial advisor at home. Happy smiling couple greeting broker with handshake at home. Multiethnic mid adult man and hispanic woman sealing a contract.

Creating Powerful Sales Letters

Although e-mails have taken a front seat in business communications, the business letter remains an important communication medium for salespeople for more formal or complex situations. Also, since the business…

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