Mega-Selling

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Andrew Haynes. Mega-Selling

Praise for David Cowper’s

About the Authors

DAVID COWPER

DONALD COWPER

ANDREW HAYNES

Acknowledgments

Mega-Selling

Part I. The $100,000,000 Case

1. The $100,000,000 Conversation

Break through to selling megacases

Part II. How to Lay the Foundation for Taking Your Business to the Top

2. Creative Survival In the Lean Years

Strategy 1: See Yourself Today As Tou Want to be Tomorrow

Strategy 2: Develop a plan and stick to it

How I Got Into the Paint-selling Business

Strategy 3: Find the Courage to Open Doors and Close Sales

Strategy 4: Hold Personal Strategy Sessions

3. The Knowledge Breakthrough

Strategy 1: Know Your Products

Strategy 2: Make Information Your Own

Strategy 3: Know Your Industry

Three Strategies for Using Knowledge to Close Cases

4. The Power of Passion

Strategy 1: Find Your Own Passion

Strategy 2: Have Passion For the Promise

Strategy 3: Be Passionate About Your Products

Strategy 4: Be Passionate About Your Business

Strategy 5: Use Your Passion to Close Cases

Five Strategies for Finding the Passion to Close Cases

5. Meet the People

Six Handshakes Away From the President

Strategy 1: Leverage Your Network to Its Fullest

Strategy 2: Uncover the Entire Market

Strategy 3: Meet the People Your Prospects Depend On

Strategy 4: Be Visible

Four Strategies for Meeting the People

6. Understand Your Prospects

Strategy 1: Get Inside Your Prospect’s Psyche

Strategy 2: Learn Your Prospect’s Business

Strategy 3: Understand Your Prospect’s Risks

The Three Ways to Pay off a Debt at Death

Three Strategies for Understanding Your Prospects

Part III. How to Sell Megacases and Take Your Your Business to the Top

7. Preparation: The Process Approach

The Five Questions for Evaluating a Prospect

Strategy 1: Sell Yourself

Strategy 2: Disarm Your Prospect

Strategy 3: Find the Decision Maker

Strategy 4: Find the Loss

The Process Approach: 5 Strategies for Preparing Cases

8. The Sales Meeting: Turning Prospects Into Clients

Strategy 1: Sell the Benefit, Not the Features

Strategy 2: Confront Each Objection Head On

Strategy 3: Reveal the Logic of Your Solution

The $2-Million Mistake

Other Cowperisms

Strategy 4: Ask For the Premium

Four Strategies for Turning Prospects Into Clients

9. Persistence in the Megacase

The Megacase Journey

Strategy 1: Stick to Your Guns

Strategy 2: Warehouse Your Cases

Strategy 3: Keep Calling

Strategy 4: Get Outside the 9 Dots

Strategy 5: Walk Away

Five Strategies for Persisting In the Megacase

Part IV. How To Become a Mega-Agent

10. Visualization

Strategy 1: Visualize Your Goals

Strategy 2: Plan Your Work and Work Your Plan

Strategy 3: Train Your Brain for Success

Strategy 4: Visualize the Case

Strategy 5: Use Visualization to Solve a Megacase Crisis

Five Strategies for Visualization

11. The Mega-Agent

Strategy 1: Enable Your Client To Make the Right Decision

Strategy 2: Create New Knowledge

Two Strategies for Becoming a Mega-Agent

Part V. Beyond the Megacase

12. A One-Billion-Dollar Year

Five Business and Sales Opportunities for the Next Century

Opportunity 1: The Rich Are Getting Richer

Opportunity 2: The Golden Age of Entrepreneurs

Opportunity 3: Knowledge Workers

Opportunity 4: The Global Market

Opportunity 5: Massive Estates

Five Business and Sales Opportunities for the Next Century

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David Cowper, CLU, 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 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 girlfriend and editor, Ann Margaret.

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After two minutes, Rolf looked up. “Proposal number five,” he declared.

“That is my recommendation.”

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