VU Resources

Kick-Starting the New Producer

Jeff is a 22 year old producer who has been in the insurance business for less than a year. He came from a finance industry company where he was involved…

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Kahle

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Strategic Planning for Salespeople

“Ready, shoot, aim.” Unfortunately, that’s the all too common description of the field salesperson’s modus operandi. In a misguided attempt to stay busy and see as many people as possible,…

The Value-Added Sales Call

The rules are changing. We are at the beginning of a new paradigm for the field salesperson. The new paradigm is this: Today, not only must the product or service…

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Leeds

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Getting Past the Information Barrier

You need to ask questions to start a sale, but you need to ask the right questions to close one. Unless you learn to probe and clarify throughout the entire…

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Body Language: Actions Speak Louder Than Words

A salesperson I know recently walked into a client’s office he had visited often. Everything seemed the same as usual. But he quickly sensed something was wrong. When the client…

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Six Steps to Handling Objections

Wouldn’t it be wonderful to glide through objections easily, comfortably and with success? Objections are the bane of most financial advisors and salespeople. Unfortunately, there is no way to avoid…

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Successful Persuasion

Have you ever had a hard time persuading people to see your point of view, to do something for you, or to sell them a product or service? Most of…

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