This excellent and thought-provoking book details each of the various components, processes and practices you will need to consider in the sale of advice profession.

Starting with whom you should look to speak to first, right through to components of service and referrals flow this easy to understand practical guide sets out a blue print for success.

It is a realistic look at the essential parts of the sales, communications and interaction processes and components for anyone entering the industry or those who have been involved for some time to help refocus their production requirements.

Learn the critical elements of building rapport in the vital areas of personal engagement, physical contact and those critical first impressions. Discover how to make a lasting impression first up in a range of interview places and presenting conditions.

We share the techniques of building pre-emptive rapport to build your impact at that vital first meeting. Learn how to implement these simple and easy to use techniques to help build a lasting relationship that is a memorable experience for you and your clients.

Good rapport is the stepping stone to a good relationship.

Determine which practical tips and tactics for getting to where business can be accessed quickly are suitable for you. Learn over 60 ways to prospect and generate leads.

Discover the power of event change and “follow your dollar” techniques of prospecting to help you generate new prospects quickly.

We share some very effective survey and friendly questionnaires for you to adapt for your business to help you short circuit the problem of delivering enough people for you to tell your story to.

Learn how to handle the greatest enemies of the sales process; objections. We share simple and adaptable scripts and priceless sayings that will help you address, defuse, answer, and welcome objections so they don’t slow down your sales success. Find out when the NO runs out with prospects for your offer so you can get back into the game. Discover the ways to reduce resistance to your propositions, suggestions and advice by learning how to pre-empt, welcome, drain, project ahead and shelve objections.

Discover the proven and timeless methods to help you close the sale. Discover some new closes, such as the Lazarus technique, that all people in the sales profession can learn to include in their armory to help bring the business in quicker. Which of these tremendous closes with a great range of scripts would help you improve your performance? Employ these timeless, simple and easy to follow techniques that are ready for you to use today. By having a range of ways to ask for the business you can accommodate different types of buyers, situations and personalities.

Learn how you can build a referrals-based business quickly in these challenging and changing times. Find out the simple and easy ways to build a referrals driven business with a profile of your ideal client, tight scripts, powerful visuals, definitive letters, brochure suggestions, electronic attraction methods and personal asking skills that do not intimidate or scare people. One of the most cost efficient methods of gaining new business is through referrals. Don’t risk your future! Help train your employees and your professional referral partners to be able to deliver quality referrals regularly and reliably to you.

Discover the techniques and tactics to get people to deal with you in sales and advice situations. Learn about the effective principles of engagement that the experts use. Find out how to be better at what you do by being “people-centric” and results oriented rather than transactional or product based. This knowledge is just so critically important for those starting out in the sales profession. It is not necessarily technical, product or compliance skills that make the difference between the success or failure of a sales person, but it is their capacity to listen, communicate and interact with enough prospects to get them to act now that delivers success.

Would you like to be able to sell more insurance? Do you want to sell more insurance to your clients and prospects? Discover the simple and easy to use techniques of profiling, visuals, sales aids, using conceptual pull instead of product push, power phrases and obligation by mutual agreement in this goldmine of practical tips, tactics and techniques. The timeless knowledge in this practical guide will vault you into a better income category with amazing speed. This is essential reading in good times and downturns. This book is unique. There is no other like it in the country today.

Do you find that it is more relaxing and less confronting to do reports, attend product launches or shuffle paper rather than front people about your offer? Could it be that you are suffering from “call reluctance”? Discover how to identify, treat and defeat call reluctance and get business flowing again quickly. Sales slumps are part of being in sales, but they have to be dealt with quickly, firmly and practically. This program will arm yourself and your team with the analytical, actionable, psychological and planning tools, tactics and techniques to overcome sales slumps now.

A simple and incisive look at modern networking. This is the personal contact sport of the 21st century. Discover the four major components of networking and the practical things you need to exploit to improve your performance to develop experience in networking in a wide range of situations. Find out how to make networking an integral part of your strategic business acquisition planning so that it is a simple, regular and reliable method of building your profile and gaining quality leads. Learn about the reverse method of communications that will gain interest and insights into other peoples businesses and needs for you.

Ever noticed how some people just seem to have that "Aura of Excellence"?  Discover how you can acquire those master class presentation techniques to help build your power of presentation to deliver more productive and profitable results. This covers presenting to individuals, groups, committees, PD days and conferences. There is great value for individual sales people, small businesses, business development managers, sales managers and training managers that need practical answers to increasing marketing impact by having better presentation skills.

Discover the simple and easy to use techniques to market differently and effectively without blowing the budget in your business. Learn how to use case studies, newspaper content, knowledge management and harvesting, client enrichment reports, press releases and electronic partnership marketing to boost your responses and reactions to your requests for attention And interaction. There is a tremendous range of simple and easy to use ideas that you and your people can implement immediately that are so cost effective.