FPP-Forward

Beyond Key-Man insurance & Cross-Purchase Insurance During my years in AIA-Financial Planning Department , I was given an opportunity to learn something beyond from my academy studies, which is insurance for businesses or in short it is known as Business Insurance . One of the most commonly known business insurance is Key Man insurance (KMI) and Cross-Purchase Insurance (CPI) In early years, I was trained to train key-man insurance in academy way, which is define what is key-man, taxation aspect of KMI, valuation of key-man etc. Similarly for Cross-Purchase Insurance , I learn and teach about f irm valuations or value of the firm, value of partnership or shareholding as well as overcoming ‘disparity issue’ like different ages, different holding etc. All this learning is marvelous; however to what extend does it translate into sales ? That’s really challenge me as a trainer that we suppose to train for results on top of merely train for knowledge. Abundantly since past 2

Top 21 Sales Call Mistakes...And How to Avoid Them Source: www.bnet.com In the era of the Internet, face-to-face meetings with customers are increasingly rare.  Because of this, you want to make sure that your customer meeting goes smoothly.  With that in mind, here are the 21 things that you absolutely MUST NOT DO when meeting with a customer:   MISTAKE 1: Fail to plan the call .   Sounds simple, but trying to close when should be qualifying (for example) is a lost sale. Fix: Never enter a door without first thinking about what you plan to accomplish.   MISTAKE 2. Flirt with the receptionist.   It may seem tempting, but unless you’ve got soap-opera-quality looks, chances are you’re only going to annoy (or even alarm) the admin, who will tell the boss. Fix: Stay polite, friendly and respectful. MISTAKE 3: Be rude to the admin.   If you act all arrogant and superior, you’ll just antagonize the help. Fix: Once again, be friendly and respec

How to Change Limiting Beliefs Source: www.bnet.com The beliefs that drive your sales behaviors are the keys to becoming a successful sales pro. Change the beliefs , and you’ll change the behaviors and get better results . Now, that’s easy to say, but most sales pros have no idea how to change a belief. Instead, most people wrongly think that beliefs are “true” and therefore changing them means believing a lie. But nothing could be further from the truth. Facts are stone; they’re immutable. Beliefs are not. Example: the state of the economy is a fact. How you feel about that fact and what it means to you personally is a belief. One person might believe that a “bad” economy means it’s going to be harder to make a sale. Another person might believe that a “bad” economy means you can now win lots more business with a “buy now before things get worse” sales pitch. How can two people interpret the exact same fact so differently? The answer lies in how beliefs are formed and reinforce

Is a Sales Career Right for You? Source: www.bnet.com A Sales career isn’t for everyone.  In fact, many of the people who are currently in Sales aren’t succeeding; a recent study indicated that only half are making their sales quotas So if you’re already in Sales, or thinking of going into Sales, you need to know if it’s the right career for you.  And that’s the purpose of this post. I’ve compiled eight questions that assess whether you’re really cut out for a career in Sales. Each question consists of a belief. Decide whether or not you agree with that belief, and then click the appropriate link.  Some answers will result in a “strike” or “half a strike”.  If you get three or more strikes, there’s a special link for you to click on. ____________________________________________________________ Question 1: I am curious about other people. (1.1) If I Strongly Agree Excellent! Conventional wisdom says that sales professionals need to be “people-people” — extroverted, outgoing and