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"Give Us Reminders...Help us keep the Wedge in front
of producers and managers..."
The overwhelming (over 40% of respondents) response from
you, our readers, is that you'd like on-going reminders
to help reinforce our books, public
workshops, and custom services. Reading the results
was exciting; one of the key ways the Wedge is different
from "sales training" is that we're always going to be
there for you. To succeed in sales you can't "put the
training on the shelf," and the Wedge certainly doesn't
allow that!
To further assist you in this regard, over
the coming months we will be bringing forward specific
reminders about Pre-Call Strategy, Ladders of Abstraction,
Picture Perfect Wedges, and much more. We will also
continue the "Useful Sales Tips" column on the
right side of our newsletter to ever broaden your overall
understanding of the Wedge. If there is a particular
concept you need help with, just Let
Us Know.
If these terms are unfamiliar to you, you might want to attend a public workshop or get a copy of How to Get Your Competition Fired available in bookstores everywhere.
We do appreciate your taking the time to complete the survey and read The Wedge Report. We understand how valuable your time is and know that your primary goal is to become the best salesperson you can be. The Wedge Group is committed to that goal and will be there to help you generate the sales results you deserve. Now, Go out, stop selling and start winning!
Randy Schwantz
President & CEO
The Wedge Group
The FBI is Looking at Accounting Practices
Given recent Federal Bureau of Investigations activities into the insurance industry, the American Insurance Association responds... Read
More.
April 2005 Shows a 1% increase in Job Rates
Bureau of Labor statistics show that "insurance industry payrolls increased by 1,700 in April to 2.257 million jobs, after a revised 5,700 decline in March." Read More.
ex-CEO Greenberg (AIG) Back in the News
According to the New York Times, federal prosecutors are looking into whether Maurice Greenberg led stock manipulation efforts in his final weeks as CEO. Read More.
We hope you have enjoyed this month's The Wedge Report. If you have any comments, questions, or story ideas, please don't hesitate to Contact Us. Also, if you know anyone who would like to receive a copy of The Wedge Report, please forward them this copy and suggest they subscribe online.
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USEFUL SALES TIPS:
Eliminate Call Reluctance - The Rest of the Story
This month, we conclude our conversation on call reluctance
and the evaluation you need to perform to ensure success.
"Once you have defined a SMART strategy, it is essential
that you evaluate what it will really take for you to
pursue the strategy.
We call this evaluation the "PERmit Strategy."
Like filing your taxes, you have to figure out what emotions
cause your call reluctance. Those items that (P)revent
you from excelling, that (E)nable you to succeed, and
what (R)esources are required for success.
An exercise to evaluate your SMART goal using the PERmit
Strategy is to ask:
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"What prevents you from acting on this goal right now?"
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"What will enable you to take action, even though
you still are subject to the preventing emotion above?"
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"What resources do you need to support your efforts
to overcome the preventing emotion?"
Repeat this cycle of questions until you are ready to act. When you really understand
what is stopping you, what you can achieve, and how little
you need to succeed, Call Reluctance will fade away!"
If you'd like to practice these exercises or have The Wedge Group customize a program for your sales team, Contact Us. |
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