26
FEB
2013

BUYER FACILITATION VS SELLING

What’s the difference?   Buyer facilitation is helping prospects discover for themselves why they should do business with us. Selling is telling them why they should do business with us. The difference may appear subtle,  but the 2 approaches couldn’t be more different, and...
28
JUL
2011

THE WORD STRATEGY

Will Rogers said “it aint so much the things we know that get us in trouble, it’s the things we know that aint so.” Truer words have never been spoken about one of the most abused words in our vocabulary. That word is Strategy. Many misconceptions exist, from how people use the...
21
JUN
2011

THE TRUTH ABOUT THE COMPETITION

Say what you will about the competition- Just don’t say anything bad. The cardinal rule about not bad mouthing the competition is both virtuous, and professional. Knocking the competition usually backfires, and creates a negative impression on the person throwing rocks. At the...
26
MAY
2011

IQ UNIVERSAL TRUTH #3 – THE RULES OF THE INSURANCE GAME

One way to look at the competitive arena of insurance sales is to view it as a game. Going in with this attitude lessens the impact of a loss, and the philosophy of “we’ll live to play another day” or “we’ll learn from our mistakes and get em next time” offers hope for future....
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...