All Sales Tips
1: All Decisions Are Emotional
2: Discomfort Spurs Action
3: To Win a New Client the Present Provider Must Be Fired
4: As Long as Value Exceeds the Price . . . Price is Irrelevant
5: If You Fail to Set Ground Rules . . . Someone Else Will
6: He Who Says He is the Sole Decision Maker . . . Usually Isn't
7: Rise Above the “Clutter” if You Want an Appointment
8: Remember the Traits of an Effective “2x4”
9: A “2x4” Lands with Impact . . . A Feather Makes None
10: Unpaid Consultants Starve
11: Too Few Prospects Leads to Failure in Sales
12: Don’t Wait for Referrals . . . Go Ask for Them
13: Keep Score . . .You Can't Correct What You Haven't Measured
14: A Wallet and the Ability to Fog a Mirror Doesn’t Mean You Have a “Prospect”
15: Select “Hard Targets” and Pursue Them
16: “Targets of Opportunity” Are Usually Distractions
17: Is your Mission To Quote . . . or Get Hired?
18: Landmines are usually buried . . . rather than in plain sight
19: Are you doing your job . . . or someone else’s?
20: Victory results from knowing what, and whom you are battling
21: Sales is a “Courtship” . . . Not a One Night Stand. Sales are made, or lost, before the final presentation.
22: Your competition is not a stationary target.
23: “Dress Rehearsals” prevent lousy performances.
24: It Ain’t Over ‘Til it’s Over (Beware of The Counterattack)
25: The “Golden Rule” is wrong three times out of four
26: Con-Man or Counselor . . . Which are you?
27: There is such a thing as a “dumb” question
28: What Do You Want the Prospect to Remember?
29: Don’t Leave a Detailed Blueprint Before Being Hired
30: Explain in Pictures What’s Confusing in Words
31: Don’t Build Your Proposal On a Poor Foundation
32: Paint the Picture So the Choice is Clear
33: Proposals need to be crafted early in the sales process, rather than later.
34: Draft Your Own Proposals
35: Don’t Ride the Prospect’s See-Saw
36: Process is the Best Differentiator
37: Don’t Cut Corners . . . Do 100% of the Job For 100% of the Pay
38: Your Prospect Values and Employs “Expert Buyers”
39: Do You Sell . . . Or Buy On Behalf of Your Client?
40: Selling Less Insurance Doesn’t Mean Earning Less
41: The Risk Landscape is Laced with Landmines . . .Risk Discovery Uncovers Them
42: Ask Your Prospects How They Feel About Taking Risks
43: Don’t Make Assumptions For your Prospects and Clients
44: Risk Discovery Questionnaires Are More Than E&O Tools
45: Explain WHY You’re Asking a Given Question
46: Remember Not to “Show Up and Throw Up.”
47: Risk Discovery Questionnaires Are Great Prospect Qualifiers
48: Thoroughness Pays Big Dividends
49: Delegation Generates more Time
50: Do Your Job and Let Others Do Theirs
51: Delegation Isn't Dumping
52: 80% of Sales Are Made By 20% of Salespeople

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What customers say


"Your "Path to Professionalism" is the best training I've ever received as a producer. As a result of your advice and processes, I haven't 'bid' or 'quoted' an insurance account in over 10 years. You once told me, "applying for the job, changing the debate, and getting BOR's may be more difficult initially, but the outcomes are more desirable."
Over the long term, your coaching has enabled me to become the largest producer within Rutherfoord, with a personal book of business now well in excess of 2 million dollars in revenue. I'd be happy to speak with anyone who is considering your training program." Doug Crowe - Senior Vice President - Rutherfoord Alexandria Division 703-354-1616