Sales Strategies
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Plain Truths about Dental and Vision Within Health Care Reform

By Sponsor: Ameritas | May 17, 2013
Selling change, part one

By Karl Schoemer | May 6, 2013

Anyone who sells anything is selling change. You may think that you are selling a product or a service, but you’re not. You’re selling change.
Who’s panicking?

By Bonnie Brazzell and Gil Lowerre | May 1, 2013

While crisis management has seemed to become the new “business-as-usual” for the world, the newest elements are blatant attempts by our leaders and the media to stampede us. They want us to panic. While panic might serve their purposes (political backlash and selling papers, respectively), it’s rarely good for the...
What’s the price of lettuce?

By Marty Traynor | May 1, 2013

We can probably all agree that lettuce, as a product, is a commodity. If there is a head of lettuce sitting on your kitchen counter, it could have been purchased at any store, with any provider’s brand name, and there is nothing to differentiate it from another head of lettuce...
What I’ve learned

By Denis Storey | May 1, 2013

As head of Cox Smith’s employee benefits/ERISA and tax practice groups, Josh Sutin assists clients with the challenges facing businesses today.
Oh, I know I’m fine…

By Brian Hicks | May 1, 2013

“I left my term paper on the printer,” my 15-year-old texted me from school. “Can you bring it to me?”
2013 Broker of the Year Winner: Aaron Davis

By Amanda McGrory-Dixon | April 30, 2013

Aaron Davis, president of NextLogical Benefit Strategies in Westminster, Md., was recognized Tuesday as Benefits Selling's 2013 Broker of the Year.
How's your attitude?

By Mark Roberts | April 23, 2013

Learn to choose your attitude. It's good for sales — and good for you, too.
The secret to successful cold calls

By Brian Hicks | April 12, 2013

I’m a Will Smith fan—have been since his days as a rapper. In 2005, he released an album with a single called, “Pump Ya Brakes” on trying to get a date. He sums up his advice early in the song: “Be a gentleman. Try to be gentle, man.”
Offer clients an annual Medicare review

By Rich White | April 11, 2013

Financial advisors who want to tap into the retiree market can differentiate their services by offering clients and prospects an annual Medicare review.