Mega-Selling: Secrets of a Master Salesman

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John Wiley and Sons, Jan 9, 2009 - Business & Economics - 232 pages
"No matter what your industry, no matter what your product, if you want to sell in the big leagues, this book is a revelation." -Steve Carlson, Publisher and Editor, Marketing Options "David Cowper is not just one of the world's most successful life insurance salespeople, he is one of the cleverest. He thinks his way into giant cases and so can we, if we follow his strategies." -Tony Gordon, Past Chairman, Top of the Table, Bristol, England "David Cowper's book is, by far, the best I have ever read on the art of selling life insurance. Through fascinating storytelling, David reveals the extraordinary scale of thought and passion devoted to his selling opportunities. His book will inspire every reader to add zeros to their sales numbers." -Leon Lewis, Planning Consultant "David Cowper demonstrates how to achieve sales excellence through creativity, intelligence, and the power of stories. This book is required reading for all sales professionals." -Norm L. Trainor, President, The Covenant Group, and Author of The 8 Best Practices of High-Performing Salespeople When David Cowper began his insurance career, he was alone in a new country with no contacts and only forty dollars in his pocket. Three months after entering the business, he still hadn't sold a single policy. But David stuck with it to routinely make million-dollar sales and become one of the top insurance salespeople in the world. More than a rags-to-riches story, Mega-Selling is a first-hand account of the unique strategies David developed to penetrate new markets and close multi-million-dollar sales. With Mega-Selling, any salesperson can learn from the best and become a top performer.
 

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Contents

Find the Loss
5 Strategies for Preparing Cases
Sell the Benefit Not the Features
Confront Each Objection Head On
Reveal the Logic of Your Solution
The 2Million Mistake
Other Cowperisms
Ask For the Premium

Know Your Industry
Three Strategies for Using Knowledge to Close Cases
Find Your Own Passion
Have Passion For the Promise
Be Passionate About Your Products
Be Passionate About Your Business
Use Your Passion to Close Cases
Five Strategies for Finding the Passion to Close Cases
Six Handshakes Away From the President
Leverage Your Network to Its Fullest
Uncover the Entire Market
Meet the People Your Prospects Depend On
Be Visible
Four Strategies for Meeting the People
Get Inside Your Prospects Psyche
Learn Your Prospects Business
Understand Your Prospects Risks
The Three Ways to Pay off a Debt at Death
Three Strategies for Understanding Your Prospects
The Five Questions for Evaluating a Prospect
Sell Yourself
Disarm Your Prospect
Find the Decision Maker
Four Strategies for Turning Prospects Into Clients
The Megacase Journey
Stick to Your Guns
Warehouse Your Cases
Keep Calling
Get Outside the 9 Dots
Walk Away
Five Strategies for Persisting In the Megacase
Visualize Your Goals
Plan Your Work and Work Your Plan
Train Your Brain for Success
Visualize the Case
Use Visualization to Solve a Megacase Crisis
Five Strategies for Visualization
Enable Your Client To Make the Right Decision
Create New Knowledge
Two Strategies for Becoming a MegaAgent
Five Business and Sales Opportunities for the Next Century
The Golden Age of Entrepreneurs
The Global Market
Massive Estates
Five Business and Sales Opportunities for the Next Century
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About the author (2009)

David Cowper entered the insurance business in 1958, becoming one of the highest-performing insurance brokers in the world and a founding member of the Top of the Table. He was a Main Platform speaker for the Top of the Table and the Million Dollar Round Table, a former member of the Faculty of Life Underwriters Association, former member of the Directors of Life Underwriters Association, and former Chairman of the Taxation and Legislation Committee of the Life Underwriters Association of Canada. He was a tenor, an avid reader of history, and an aficionado of thoroughbred horse racing.

Donald Cowper, a former insurance broker, is now a writer, and co-author with Norm Trainor and Andrew Haynes of The 8 Best Practices of High-Performing Salespeople. He is also the co-author with Kevin Guest and Andrew Haynes of Youth Violence: How To Protect Your Kids. He lives in Toronto with his wife, Christine.

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