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  • How to bridge to higher sales
    By Kerry Johnson
    Bridging is a set of techniques you can use to sell or upgrade clients from your products or services to a higher level or a larger quantity. This is particularly important because not only will clients buy from you more quickly than would a cold-call prospects, but there is a high likelihood you will be able to retain them as clients longer as they continue to buy more products and services.

    | No comments on this Article | More in Sales and Marketing |
  • Closing Techniques of Peak Performers:
    By Kerry Johnson
    We've all seen them, the top producer who always seems to get the client to sign the contract. What is it that they do differently from the rest of us that makes them so successful? Ask them and they won't be able to explain it. What they do is sell people the way they want to be sold, not how you want to sell them. This article will shed some light on how you can recognize the signals your client emits that say "I want to buy."

    | No comments on this Article | More in Sales and Marketing |
  • Be A Pro. Get Coached To The Next Level
    By Kerry Johnson
    Has your production hit a plateau? Do you feel glued to last year's production, unable to produce an increase? There is an embarrassing little secret nobody wants to admit. It is all about execution. It is all about your ability to implement a game plan and stick to it. It is about your ability to change what you are doing right now and maintain that change. How do you do that? Coaching! This article will show you the true value of a good coach.

    | No comments on this Article | More in Sales and Marketing |

MORE FROM INTERNATIONAL PRODUCTIVITY SYSTEMS

    Wednesday, August 1, 2007
    Constant contacts with seniors will build business
    This article explains that if you sense that prospects often seem suspicious and unwilling to take the next step, you need to create an edge to increase your closing rate. You also need to learn that regular contact and a more involved relationshi...
    Monday, May 7, 2007
    The hidden persuaders that create sales
    This article explains how by touching somebody on the side of the arm to grab their attention, reinforce a comment or underline a concept you wanted them to remember you can help your potential clients remember and retain more of your product bene...
    Thursday, November 16, 2006
    3 simple steps for hitting your 2007 targets
    Ever set New Year's goals only to find that your game plan didn't last beyond the last football kick-off? That's no surprise. Setting goals is easy - it's sticking to the plan to attain those goals that trips most of us up. But there is hope.
    Saturday, October 7, 2006
    How to bridge to higher sales
    Bridging is a set of techniques you can use to sell or upgrade clients from your products or services to a higher level or a larger quantity. This is particularly important because not only will clients buy from you more quickly than would a cold-...
    Friday, May 26, 2006
    How to Sell to Seniors
    Harry, an advisor, was able to secure an appointment with a mature couple who wanted to know more about protecting their assets throughout retirement. After chatting for a few minutes, the husband blurted, "What is this about?" as he held up the m...
    Tuesday, September 20, 2005
    Closing Techniques of Peak Performers:
    We've all seen them, the top producer who always seems to get the client to sign the contract. What is it that they do differently from the rest of us that makes them so successful? Ask them and they won't be able to explain it. What they do is se...
    Tuesday, September 20, 2005
    Find and Sell America's New Breed of Millionaire
    According to the IRS, there are 9 million households with a net worth of $1,000,000 or more. Who are they, what do they want from a financial professional and how do you not only find them but then also get to work with them? They may not appear ...
    Wednesday, May 25, 2005
    Be A Pro. Get Coached To The Next Level
    Has your production hit a plateau? Do you feel glued to last year's production, unable to produce an increase? There is an embarrassing little secret nobody wants to admit. It is all about execution. It is all about your ability to implement a gam...
    Thursday, July 24, 2003
    Be Willing to Get Tough
    Peak Performance Coaching is an advanced "one on one" process that will dramatically increase your sales production. You will learn how to quickly increase increase your sales by first analyzing your current production, then engaging in practice ...
    Monday, November 18, 2002
    America's New Breed of Millionaire - How to Find Them and Ho...
    The affluent will be your biggest source of commissions and fees in the next decade. Do you know how they buy? This article will show you how to find them, sell to them and keep them clients for life.
  1. Be Willing to Get Tough
    Peak Performance Coaching is an advanced "one on one" process that will dramatically increase your sales production. You will learn how to quickly increase increase your sales by first analyzing your current production, then engaging in practice ...
  2. How to Sell to Seniors
    Harry, an advisor, was able to secure an appointment with a mature couple who wanted to know more about protecting their assets throughout retirement. After chatting for a few minutes, the husband blurted, "What is this about?" as he held up the m...
  3. 3 simple steps for hitting your 2007 targets
    Ever set New Year's goals only to find that your game plan didn't last beyond the last football kick-off? That's no surprise. Setting goals is easy - it's sticking to the plan to attain those goals that trips most of us up. But there is hope.
  4. Constant contacts with seniors will build business
    This article explains that if you sense that prospects often seem suspicious and unwilling to take the next step, you need to create an edge to increase your closing rate. You also need to learn that regular contact and a more involved relationshi...
  5. America's New Breed of Millionaire - How to Find Them and Ho...
    The affluent will be your biggest source of commissions and fees in the next decade. Do you know how they buy? This article will show you how to find them, sell to them and keep them clients for life.
  6. How To Gain Your Clients Trust - Quickly!!!
    Trust is the most important part of being a financial advisor. The problem is that you probably don't know how to gain it let alone how to see how much trust you have. This article will show you how to increase your sales production with it.
  7. Sales Magic
    This article will show you some of the world's most sophisticated way of selling... the way your clients want to buy instead of the way you want to sell.
  8. Be A Pro. Get Coached To The Next Level
    Has your production hit a plateau? Do you feel glued to last year's production, unable to produce an increase? There is an embarrassing little secret nobody wants to admit. It is all about execution. It is all about your ability to implement a gam...
  9. Closing Techniques of Peak Performers:
    We've all seen them, the top producer who always seems to get the client to sign the contract. What is it that they do differently from the rest of us that makes them so successful? Ask them and they won't be able to explain it. What they do is se...
  10. Find and Sell America's New Breed of Millionaire
    According to the IRS, there are 9 million households with a net worth of $1,000,000 or more. Who are they, what do they want from a financial professional and how do you not only find them but then also get to work with them? They may not appear ...
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Kerry Johnson

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Kerry has been the keynote speaker at the Million Dollar Round Table, The College for Financial Planning and the Bank Marketing Institute. In addition to speaking, Kerry currently writes monthly for fifteen national sales and management magazines whose editors have dubbed him "The Nation's Sales Psychologist." He is the author of six best selling books including, PEAK PERFORMANCE: HOW TO INCREASE YOUR BUSINESS BY 70% WITHIN 6 WEEKS (Prentice-Hall), MASTERING THE GAME: THE HUMAN EDGE IN SALES AND MARKETING (Louis & Ford), SALES MAGIC (MORROW), and his newest book, WILLPOWER: THE SECRETS OF SELF DISCIPLINE (Louis and Ford).

 

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