Mega-Selling : Secrets of a Master Salesman

by Cowper, David; Haynes, Andrew; Cowper, Donald

• ISBN13: 9780471645290
• ISBN10: 047164529X
• Format: Paperback
• Copyright: 2000-05-18
• Publisher: Wiley

Summary

"No matter what your industry, no matter what your product, if you want to sell in the big leagues, this book is a revelation." -Steve Carlson, Publisher and Editor, Marketing Options"David Cowper is not just one of the world's most successful life insurance salespeople, he is one of the cleverest. He thinks his way into giant cases and so can we, if we follow his strategies." -Tony Gordon, Past Chairman, Top of the Table, Bristol, England"David Cowper's book is, by far, the best I have ever read on the art of selling life insurance. Through fascinating storytelling, David reveals the extraordinary scale of thought and passion devoted to his selling opportunities. His book will inspire every reader to add zeros to their sales numbers." -Leon Lewis, Planning Consultant"David Cowper demonstrates how to achieve sales excellence through creativity, intelligence, and the power of stories. This book is required reading for all sales professionals." -Norm L. Trainor, President, The Covenant Group, and Author of The 8 Best Practices of High-Performing SalespeopleWhen David Cowper began his insurance career, he was alone in a new country with no contacts and only forty dollars in his pocket. Three months after entering the business, he still hadn't sold a single policy. But David stuck with it to routinely make million-dollar sales and become one of the top insurance salespeople in the world. More than a rags-to-riches story, Mega-Selling is a first-hand account of the unique strategies David developed to penetrate new markets and close multi-million-dollar sales. With Mega-Selling, any salesperson can learn from the best and become a top performer.

Author Biography

David Cowper entered the insurance business in 1958, becoming one of the highest-performing insurance brokers in the world and a founding member of the Top of the Table. He was a Main Platform speaker for the Top of the Table and the Million Dollar Round Table, a former member of the Faculty of Life Underwriters Association, former member of the Directors of Life Underwriters Association, and former Chairman of the Taxation and Legislation Committee of the Life Underwriters Association of Canada. He was a tenor, an avid reader of history, and an aficionado of thoroughbred horse racing. <P> Donald Cowper, a former insurance broker, is now a writer, and co-author with Norm Trainor and Andrew Haynes of <I>The 8 Best Practices of High-Performing Salespeople. </I>He is also the co-author with Kevin Guest and Andrew Haynes of <I>Youth Violence: How To Protect Your Kids</I>. He lives in Toronto with his wife, Christine.

Table of Contents

Part I The $100,000,000 Case	1	(6)
The $100,000,000 Conversation	3	(4)
Part II How to Lay the Foundation for Taking Your Business to the Top	7	(90)
Creative Survival In the Lean Years	9	(28)
The Knowledge Breakthrough	37	(12)
The Power of Passion	49	(12)
Meet the People	61	(16)
Understand Your Prospects	77	(20)
Part III How to Sell Megacases and Take Your Business to the Top	97	(72)
Preparation: The Process Approach	99	(22)
The Sales Meeting: Turning Prospects Into Clients	121	(20)
Persistence In the Megacase	141	(28)
Part IV How to Become a Mega-agent	169	(34)
Visualization	171	(14)
The Mega-agent	185	(18)
Part V Beyond the Megacase	203	(2)
A One-Billion-Dollar Year	205