VU Resources

Credentialize Yourself

How you credentialize yourself goes beyond how you introduce yourself (name, organization, position) in that it helps build your credentializing and forms the impression clients have of you. It also…

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Critical Objections

There are two critical dimensions to resolving objections, especially regarding complex and critical corporate-wide issues.  First technical knowledge — you know how important it is to have the technical knowledge…

Clients Who Delay Making a Decision

More and more salespeople are facing sales situations in which clients are delaying the close. To begin to get the sale back on track the salesperson has to first really…

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Discussing vs. Sending Price

We’ve been taught for years to not make price an issue when selling insurance, so often it’s not even mentioned in detail during the sales presentation, but rather in a…

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Exercise Your Ears

How often have you heard it said “Salespeople don’t listen?” When clients say salespeople don’t listen, they usually don’t mean that during the sales call salespeople zone out. Few salespeople…

Escalation as a Negotiation Strategy

Escalation can be a highly effective negotiation strategy. Having unlimited authority in a negotiation can seem, and is, powerful, but it can be equally dangerous. If your client thinks that…

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Abundance and Optimism

We dare to say that our newsletter subscribers (you) are wealthier and have more potential for wealth creation than 99.1% of the population on the planet. Check that statistic out…

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Is It Sales?

In our work across the country, sales people are pressured for sales results while simultaneously being pressured to complete non-sales activities. We see this all over, regardless of industry. No…

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I Never Met a Referral That I Didn’t Like

In our constant search for the easy way to sell (there is no easy way but we continue to look), one consistent factor is that the most successful sales organizations…

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