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Selling Ideas > Qualifying Prospects
 | Chart shows 4 main prospect personalities and how to deal
with them |
| Pre-proposal understanding helps identify &
define conditions for a prospect to change agents |
| Chart lists questions to ask
to avoid quoting to undesirable shoppers |
| Set of prospecting & sales activity self-reporting
forms (Personal, Commercial, and Life) |
Selling Ideas > Asking Key Questions
| Tips to break the ice at the first interview |
| Guidelines for asking good questions |
Selling Ideas > Proposal Design & Delivery
| Tips for creating a winning proposal |
| How to use the problem-solution approach to writing and
presenting proposals |
| Nine important tips for making a great proposal
presentation |
Selling Ideas > Closing Techniques
| Illustrative examples of body language and buying signals |
| How to distinguish and handle minor (vs. major)
objections |
| When to use and when to avoid using closing
techniques |
| Classic closes to use with small business prospects |
| What to do when you hear the infamous objection,
"Your premium is too high." |
| Seven lessons to be learned from a prospect's "final no" |
Selling Ideas > Producer Self-Improvement
| Checklist helps a CL producer to learn why he didn’t
close a particular prospect |
| What are your best and worst selling traits? |
| Two-minute quiz: Evaluate your attitude |
| Two-minute quiz: Evaluate your image |
| Weekly Time-Analysis Worksheet -- and how to get more
time for selling |
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Selling Ideas
