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Jeb Blount, author & sales accelerator specialist. (Courtesy photo)

“Pump and pounce,” “pitch slapping,” “shutting up.” Which of these go far to helping financial advisors get past “no” to “yes”? It’s unquestionably that third technique, as Jeb Blount, sales accelerator specialist, tells PropertyCasualty360 in an interview. The first two yammering behaviors are deeply destructive, argues the coach, called “the modern-day Zig Ziglar.”


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