Sales Techniques Archive

The Science of Selling

Introduction Wallace Wattles was born in 1860 and died in 1911, and although most have never heard of him, he wrote a groundbreaking book in 1910 called “The Science of Getting Rich”. In this...
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Imply? Infer?

  What’s the difference? Who cares? You should if you’re going to be as successful as possible in selling. You should know the difference between “imply” and “infer” if you want to sell at your price and...
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Beware Of The Sales Saboteurs

  Beware Of The Sales Saboteurs By Bob Ayer   The year was 1943. World War II was raging. In Washington D.C., Allen Dulles was diligently directing the Office Of Strategic Services, the forerunner of...
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How to Attract Clients

    Ah, those magic words – “Attract Clients”. Virtually every agent and advisor I know loves the idea of attracting clients, and would be even happier if there was a “magic formula” for...
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Help Agents Drive Up Retention!

    “The most important single ingredient in the formula of success is knowing how to get along with people.” (Theodore Roosevelt)   We’re in an interesting industry. People generally relate to their insurance...
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Does Success Change You?

  Imagine this scenario… You spend years working hard to succeed.  During these years, you have some success, mixed with lots of false starts. But you never really reach the level of success you dream of. And...
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