Know your product or service.

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68%: Percentage of boomer women who rate what they hear in conversation as very credible,

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Find the common ground.

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By researching your clients' needs and helping them to see the value of your offerings, they'll be able to see beyond the numbers and feel more comfortable about signing on the dotted line.

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How do you stay motivated and productive when times are tough and customers seem to be clutching every penny in fear of economic uncertainty?

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"Government Bails Out Fannie May and Freddie Mac." "Markets In Turmoil." "Wall Street in Crisis as Giants Teeter."

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Promotional products can stretch marketing efforts beyond boundaries advisors never thought they could reach.

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The trustees for the Social Security and Medicare programs are required to report the financial condition of these programs annually. These reports are of great interest to future retirees.

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Q. I need to increase the number of leads and create a better quality of leads to help my closing ratio and productivity. Can you provide advice to help achieve this?

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Perhaps no other profession is as closely associated with the term "rejection" as a career in sales. You might say that rejection is as natural to a salesperson as trail dust is to a chuck wagon cook -- it comes with the territory. In fact, the first two orders many new sales reps receive are "Get out and stay out!"

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Discover this year's top up-and comers, and see what put each on the fast track to becoming a top producer. Learn about the support, programs and opportunities these advisors benefited from - and how you can take advantage of these opportunities. On the following pages, you'll get an inside look at success stories and the products and companies behind them - companies that help ensure advisor success.

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The person who coined the phrase "time is money" must have been a sales rep paid on commission. In the selling profession, that old cliché rings true. If you are not talking to a prospect or customer, you're unemployed.

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Our country is being challenged by a dramatic transformation that has never happened before. We are transitioning from a world of young people to a world of old people.

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This month China will host a historic Olympic Games in Beijing. When I think of the Olympics, three major themes come to mind: Excellence, Competition, and Unity.

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Rendering exceptional customer service is both a responsibility and a smart business decision.

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Ann Arbor, Mich.

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More than once, state the name of a prominent person who referred you.

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Strategic advice and subtle tactics to overcome even the most formidable client objections

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1. Congratulate them.

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I want to expand a little bit on last month's article on visualization.

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One of the most critical yet overlooked principles in the selling process is the power of self-discovery through customer involvement.

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Last month we finished our little series on sales.

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It's no secret that moving towards the close is the most bewildering aspect of the sales process - it's a process hard-working producers spend a career perfecting.

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Learn non-verbal sales techniques.

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Edward F. Lynch has been named national sales director for XShares Securities.

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