Sales Skills

Bill Cates

         

Get More Referrals Now!

"Get More Referrals Now!" details the most comprehensive system available to build your business through referrals. This enhanced version includes a new chapter on the Do-Not-Call Regulations as well as the 4 cornerstones of a referral-based business:

1. Enhance Your Referability
2. Network Strategically
3. Prospect for Referrals
4. Target Specific Niche Markets

• Softcover
• Price: $16.95 + S/H

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 Don't Keep Me a Secret

This NEW book from Bill Cates will give you over 100 ideas and tactics you can use to stimulate more referrals – including real-world examples and best practices.

In this book you'll discover:

  • The 7 Deadly Referral Mistakes and How to Avoid Them
  • 12 Ways to Get Great Prospects Calling You
  • 10 Social Prospecting Ideas That Generate Referrals
  • 6 Tactics for Stronger Introductions
  • How to Ask for Referrals Without Begging or Pushing

• Softcover
• Publisher: McGraw-Hill
• Price: $16.95 + S/H

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 The Referral Success Kit

Contains All the Tools You Need to Turn Referrals into an Abundant Resource for Years to Come! Guaranteed!*
It includes:

  • 8 Video DVD Training Set
  • 3 private telephone coaching sessions with Bill Cates
  • Prospecting for Quality In introductions (Audio Album)
  • Diffusing Referral Objections (CD Rom)
  • CPA Alliance Kit (Audio CD and Success Guide)
  • The Do-Not-Call Opportunity Report
  • Referral Scripts Book for Financial Professionals
  • Referral Action Guide
  • The Introductions Journal
  • Get More Referrals Now!

• Soft cover book from McGraw-Hill
• Price: $997.00 + S/H


 

Gail Goodman

Appointment Setting Mastery (CD) and Scripts & Tips (Book)

Appointment Setting Mastery
This two hour CD covers the basic techniques that should be known by any salesperson that must set appointments by phone. Most often, we haven't been trained to understand this important phone call. Listening to this CD will help you to analyze what is happening during the very short call you are making to a new prospect. Scripting, response handling, lead generation, keeping statistics, confirming appointments, dealing with gatekeepers and knowing when to fire someone are all covered in detail. (For Financial Professionals, the companion Scripts & Tips book will be an important complement to this CD.)

Scripts and Tips
The best, most complete book of scripts written for the insurance agent or financial advisor 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 scripts for natural market, referrals, target markets, seminar prospecting, networking - just about every type of marketed prospect you might call. Included are answers to the most common questions and objections.

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Appointment Setting Mastery (CD)

This two hour CD covers the basic techniques that should be known by any salesperson that must set appointments by phone. Most often, we haven't been trained to understand this important phone call. Listening to this CD will help you to analyze what is happening during the very short call you are making to a new prospect. Scripting, response handling, lead generation, keeping statistics, confirming appointments, dealing with gatekeepers and knowing when to fire someone are all covered in detail. (For Financial Professionals, the companion Scripts & Tips book will be an important complement to this CD.)

Purchase now!

 

Top Ten Reasons Agents Fail at Phone Prospecting (CD)

A one hour CD that identifies the most common problems faced by financial professionals when attempting to schedule face-to-face appointments each week. Listen and hear which of your behaviors can be changed so you can improve your efforts -- and results!

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Filling the Void: The Best Phone Training System (CD)

Agency Managers are often faced with losing advisors due to a lack of appointments. In the financial services industry, we talk about "activity" -- but that usually translates to "enough appointments." This audio CD covers the basics of setting up a structured, repeatable, comprehensive phone training program. It discusses how your sales managers and trainers can be better phone coaches and not just sales coaches. For those who feel they could use an update of their own skills and their agency's phone training program, this CD is a must!

Purchase now!

 

Scripts & Tips (Book)

The best, most complete book of scripts written for the insurance agent or financial advisor 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 scripts for natural market, referrals, target markets, seminar prospecting, networking - just about every type of marketed prospect you might call. Included are answers to the most common questions and objections.

Purchase now!

 


 

Judy Hoberman

Selling In A Skirt                              
 

Selling In A Skirt

Judy Hoberman uses humorous, reality-based stories about how men and women sell, manage, recruit and supervise differently to illuminate the challenges and opportunities sales professionals face when communicating with the opposite gender, whether a coworker or a client.

Drawing from more than 30 years in the field and her rich experience in the corporate world as an award-winning training director, Hoberman has taken her career on a new path as a successful speaker and consultant. In Selling In a Skirt, she offers invaluable and proven insights into how gender differences can affect sales outcomes, and the tools and strategies to drive real results in today’s marketplace.

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George Ludwig

Power Selling: Seven Strategies for Cracking the Sales Code

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.

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

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Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business

Wise Moves is a book filled with advice for improving your life and business. The book is divided into three sections: 1) Life Moves - A collection of quick tips for increasing the quality of our lives. 2) Sales Moves - a collection of sales and marketing tips for increasing sales, expanding business, and achieving greater financial prosperity. 3) Life-Changing Quotes - a collection of quotes and advice from some of the most influential people of all time.

• Softcover: 129 pages
• Publisher: CRL Publishing Group
(May 30, 2003)
• Price: $12.95

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Ben Newman

                    

 Pocket Principles
For the Insurance Business

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.