How you close … … can make or break a long-term care (LTC) case. Give too much information, and your prospect’s eyes may glaze over. But give too little, and they may not see the value of the solution. On your next LTC case, instead of TELLING your prospect about SecureCare Universal Life, SHOW it […]
Archives for December 2019
Expediency
“Human nature continues to get in our way. But of course this perpetual uphill battle defines our chosen profession. What I would like to suggest is that this remains a double-edged sword. Perhaps the greatest flaw in our sales history is the propensity to sell what arrived in our briefcase at the moment of a […]
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