G.A. offers some practical advice on generating more business in what can be a tough selling environment, including a few tips on making your prospecting more focused and effective.
Read the full story »G.A.’s short and sweet sales tips & ideas you can apply immediately.
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Working on a new proposal for an Insurance Broker General Agency (BGA).
What if you could interview 6,000 sales pros and distill down their knowledge and experience into the most essential ingredients for success? Over the last eight years, that’s what we did, and compiled what we …
After a few minutes of Preliminary Pleasantries it’s time to transition into the business conversation. Of the thousands of Sales Professionals we’ve observed, very few know how to do this effectively. The Bullet …
Let’s take a moment to ponder what rapport is really all about. Think of a relationship you have right now with someone you like, respect, appreciate, and trust. It doesn’t matter if it’s a business …
For some of us, pre-call planning means research. We may have to research articles, review websites, or simply get on the phone and start doing detective networking. Different Sales Professionals do it in different ways, …
BEEEEP BEEEEEP BEEEEP BEEEEP. I open one eye. The green numbers of my clock radio shout 3:00 a.m. “This sucks!” I think as I struggle to free one arm from the warmth of the covers …
“In every client file there are a dozens of referral phone calls to be made.” — G.A. Bartick
According to BNET, the popular online resource for business executives, a referral is 15 times more likely …
After you’ve asked your discovery questions and have uncovered a lot of information, you want to do something that will create some positive buying momentum before offering your tailored solution. And I have just the …
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