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"Strictly Sales" is written by the faculty of the Dynamics of Selling Program. This month's column is from Joan Sansing, CIC, ARM, AAI. DO YOU have your "game book" ready? At Dynamics of Selling, we stress the importance of your game book (some refer

MY LAST column ("Have a Quantifiable Plan to Sell New Business in 2004," January 2004) created quite a response. A number of producers asked, "How do you put together a personal marketing and business plan?" Let's review the basics. Remember, it's

("Strictly Sales" is written by the faculty of the Dynamics of Selling Program. This month's column is from David Connolly, ARM.) INSURANCE sales are about as dry and boring as it gets, right? If you are like me, at least once or twice a month at the

A 'questioning' attitude is the key to sales success "Strictly Sales" is written by the faculty of the Dynamics of Selling Program. This month's column is from Edwin L. Lamont. THINK back to a recent insurance sales call. Who did most of the talking?