6 Sales Closing Techniques and Why They Work

Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. And this moment is likely the final verdict determining whether or not your efforts will amount to anything at all. More...
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How to Optimize Your LinkedIn Profile For Sales

Social selling is part activity and part reputation. If you’re writing insightful comments on your prospects’ blogs, responding to their tweets, and liking their shared content, you’ve got the activity bit down pat. But if your LinkedIn profile is three...
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How to Write a Sales Email People Want To Respond To

There’s a single purpose behind every sales email, whether it’s a prospecting email, follow-up email, or a breakup email: Get a response. More...
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8 Questions That Keep Prospects Talking

When asked why salespeople don’t close more sales, a company president answered instantly, “They don’t ask enough questions.” He went on to add, “They’re so focused on getting prospects to buy they don’t engage them. That takes asking lots of...
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The Ten Commandments of Prospecting

If you had to pick one set of rules with staying power, the Ten Commandments tops the list. A second set of ten commandments, specifically written for prospecting, has come to light. More...
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8 Advisor Mistakes That Hold Back Your Business

The first couple of years of an advisor’s career is like running a gantlet. You have numbers to hit. It’s like swimming underwater in an Olympic-sized swimming pool. Your lungs are bursting, but you keep going. Two or three years...
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9 Ways to End Your Sales Presentation With a Bang

A brilliant presentation is worth nothing if you don’t bring it home with a powerful close. Most sales presentations end with a whimper, rather than a bang and your prospect’s interest and enthusiasm starts to fade. Either the salesperson runs...
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Tools To Help Collect Details About Your Client’s History

Crump’s Underwriting Reference Library can assist you in gathering information about your client – whether it be a specific medical impairment, avocation, foreign travel, criminal history, or other information, we have questionnaires to assist you. More...
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7 Business Networking Reminders

It’s not easy approaching a total stranger and striking up a conversation. On a street corner, it may be weird. Sometimes. But, at an event like a cocktail party, golf outing, association meeting, conference, convention, trade show, or product show,...
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‘Free Meal’ Seminars Work: Researchers

Academic researchers who dislike free meal seminars have published a new bit of evidence illustrating the power of free meal seminars. They found that about 2.7% of U.S. residents ages 50 and older reporting having made some kind of investment...
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