Million Dollar Selling Techniques

by The Million Dollar Round Table Center for Productivity

• ISBN13: 9780471325499
• ISBN10: 047132549X
• Format: Paperback
• Copyright: 1999-09-01
• Publisher: Wiley

Summary

You've heard from the rest, now learn from the best-Million Dollar Selling Techniques As the one who provides the vital link between the product or service provider and the customer, you, the sales professional, are the backbone of the modern business enterprise. Now, learn how to take your selling skills to a bold new level of excellence from some of the most successful sales professionals in the world. Based on interviews with members of the prestigious Million Dollar Round Table-the top six percent of the international life insurance sales industry-Million Dollar Selling Techniques features fascinating and instructive "war stories," proven selling strategies and techniques, and step-by-step guidance on: * Enthusiasm, conviction, and other key psychological factors * Self-motivation techniques * 10 common career traps and how to avoid them * Breaking slumps * Overcoming call reluctance and fear of self-promotion * Cold calling and obtaining interviews No matter what product or service you sell, you won't want to be without this authoritative guide to the art and science of effective selling techniques. Hone your selling skills to a razor-sharp edge with Million Dollar Selling Techniques. Also available in the Million Dollar Round Table series: Million Dollar Prospecting Techniques Paper * 0-471-32550-3 * $16.95 USA/$26.50 CAN Million Dollar Closing Techniques Paper * 0-471-32551-1 * $16.95 USA/$26.50 CAN

Author Biography

<b>The MILLION DOLLAR ROUND TABLE (MDRT)</b> is an international, independent association comprising the top six percent of life insurance producers worldwide. With 19,000 members representing 400 companies from more than 50 nations, MDRT is a powerful force in the life insurance industry, with a rich tradition of sharing knowledge for the benefit of clients, producers, and companies.

Table of Contents

Introduction	vii
Selling Philosophy	1	(46)
Selling Yourself	7	(17)
The Selling Process	24	(23)
Selling Ideas	47	(48)
Obtaining the Interview	47	(16)
Selling by the Rules	63	(9)
Building Up a Supportive Team	72	(1)
You've Sold It; Don't Buy It Back	73	(1)
How to Use Personal Dynamics for More Productive Selling	73	(16)
Twenty-Eight Ways to Sell Smarter	89	(6)
Breaking Slumps	95	(54)
The Ten Career Traps for Sales Veterans	95	(10)
Psychological Contributions to Selling	105	(16)
The Fear of Self-Promotion	121	(21)
Ways of Curing Call Reluctance	142	(7)
Reaching the Next Level	149	(64)
Living with Fears	155	(10)
Behavior Modification	165	(5)
A Plan for Self-Improvement	170	(8)
Fifteen Ways to Boost Your Sales	178	(5)
Turn a Cold Canvass into a Hot Sale	183	(10)
Four High-Performance Skills	193	(8)
Audio Techniques for Self-Imposed Goal Setting	201	(4)
Mind-Shift Marketing	205	(8)
Conclusion	213	(2)
A Final Note	215	(24)
About CFP	239	(2)
Index	241