Sales Skills Books by Author

Power Selling
Seven Strategies for Cracking the Sales Code
by George Ludwig

Power Selling will give you the top seven sales strategies used by sales superstars - the best of the best. They represent the 20 percent of all sales activities that produce 80 percent of the results. This book will provide you with a proven sales process that allows you to organize these principles and apply them to your own selling situation while assessing your strengths as well as areas you need to work on.

Product Details:
• Softcover: 256 pages
• Publisher: Kaplan Business
(June 1, 2004)
• Price: $19.95

Scripts & Tips
Field tested scripts, answers to questions and handling objections of insurance prospecting
by Gail B. Goodman

The best, most complete book of scripts written for the insurance agent or financial planner who has to set appointments. Edited bi-annually to assure that you are getting the best words to use with today’s prospect. Don’t reinvent the wheel and write your own scripts – use the ones that have been tested and proven to get you more appointments. Includes all types of leads from different marketing tehniques, plus answers to questions and objections

Product Details:
• Softcover: 63 pages
• Publisher: Gail B. Goodman
(Copyright 2005)
• Price: $20.00 + S/H

Master Coaching Series
Comprehensive CD that identitfies the problems and offers solutions that give you results
by Gail B. Goodman

The MasterCoach Series is a dynamic turn-key training system for your financial services organization. The program helps you to improve the appointment setting phone skills of your sales team by providing a proven step-by-step training program you can implement in-house. Your designated Trainer will be guided by our founder, Gail Goodman,
on how to teach both experienced and new financial associates the key elements of making that critical phone call. Too often, we expect our sales team to be able to “set appointments” because they are outgoing, verbally adept people. They can close sales, so why can’t they schedule more appointments? Because the appointment setting phone call is a unique type of phone call, sales skills do not translate into this activity. The MasterCoach Series will easily provide you with new phone skills your team can begin using right away. The MasterCoach Series consists of five components. For the Trainer, there are two components:
• Be A MasterCoach, an audio CD
• Trainer’s Manual, a step-by-step manual The Participant’s package consists of three components.
• Appointment Setting Mastery, an audio CD
• Participant’s Workbook, a fill-in workbook
• Scripts for Financial Professionals, an industry-specific book of field-tested scripts


Product Details:
• Master Coach Series
• Publisher: Gail B. Goodman
Price: $995.00 + S/H

Product Details:
• Master Coach Series +4 hours Consulting
Price: $1,500.00

Pocket Principles
For the Insurance Business
by Ben Newman

Pocket Principles for the Insurance Business provides daily motivation for those in the insurance industry who wish to embrace adversity in order to reach success. As a seasoned life insurance salesman who has qualified for the million dollar roundtable every year he's been in the business, B.A. Newman truly understands the ups and downs of a business that has a retention rate of just 12 percent, and he provides the tools necessary to face rejection and rely on it as a positive influence when success seems unattainable. His inspirational snippets include relational and easily applied advice such as: work for the best companies, listen to your clients, love what you do, and don't sacrifice your reputation to make a sale. In a profession that can sometimes seem more like a roller coaster ride than smooth sailing, these motivational quotes will help inspire anyone to do great things ... every day.

Product Details:
• Author: Ben Newman
• Price: $11.95