VU Resources

Red, Yellow, Green? Where Are You?

Every time you speak with a client/prospect, whether at a meeting, by e-mail, voice mail, or letter, before and after you do so, ask yourself, did this communication: (1) hurt…

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Always Ask about Competitors

Sometimes you can get so caught up in learning about the client’s needs and so excited by your own enthusiasm for your solution, that you can miss asking about the…

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Conference Calls

The use of conference calling continues to increase.  Travel, a desire to save time, reduced costs, and added convenience have increased the use of conference calling, not only for introductory…

Big "I' Webinars
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Credentialize with a Prospect

Credentializing is the process of positioning yourself and your organization to help establish your credibility. Although salespeople constantly must credentialize their organizations and themselves with prospects, many are not prepared…

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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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