01
APR
2011

SERIES: NATURAL LAWS AS THEY APPLY TO SALES

The natural laws which rule our universe are explained through physics, mathematics, chemistry, and other disciplines. These include Einstein’s theory of relativity, Kepler’s laws on planetary motion, and Newton’s and laws on gravitation. There is another group of natural laws...
01
APR
2011

SELLING ISN’T WINNING

Vince Lombardi opened the Packers training camp by saying “Winning isn’t everything, it’s the only thing” One of Leo Durocher’s favorites was ” Show me a good loser, and I’ll show you a loser” In this article, I share two approaches to the insurance sales process. The selling...
01
APR
2011

SERIES: NATURAL LAWS AS THEY APPLY TO SALES – THE TRUTH ABOUT PEOPLE

People are all wired differently based upon parenting, education, and life experiences. Our perception is unique. How we think and react to ideas, input, and stimulus is unique. We all however, are very much the same, and share a great deal in common. This article explores 6...