VU Resources

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…

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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…

Ask for Feedback

With the new year comes a new page. Before you begin to fill the page, get a sense of what your clients and colleagues see as your strengths and your…

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Negotiating the Final Trade

At the end of a negotiation, you may be tempted to make an unwarranted and costly concession. Before you agree to the final concession, make sure you fully understand its…

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Final Presentations, The Finish Line

After days or weeks of preparation, after a strong presentation, don’t drop the ball as you near the finish line.  How you follow up after your sales presentation will help…

Closing Starts with the First Call

To maximize the first call with a prospect so you have the best chance of closing later, it is critical to ask questions and understand needs and avoid presenting solutions…

Big "I' Webinars
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Opening the First Meeting with a Prospect

Your very first face-to-face meeting with a prospect is critical. Being able to execute the elements of an exceptional opening takes preparation. It is worth the effort because it sets…

Folded Paper art origami. Two Businessman shaking hands on a business deal opportunity.Paper craft 3D illustration.

There’s Gold in Those Hills

If you are like most salespeople, you feel that you know what your clients are doing, especially when the relationship is longstanding. But take a step back. Client needs and…

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