Sales Lessons from the Masters - Softcover

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Ken Smith has 35+ years’ experience both in field and home office positions. Prior to starting Ken Smith Sales Training & Consulting, he was Director of Health Product Sales with Assurity Life for over 12 years. Prior to that he was with Mutual of Omaha over 10 years as first vice president. Ken Smith, author of Sales Lessons from the Masters, is an experienced insurance sales and marketing pro. Ken’s 35-plus year career has been spent in executive-marketing positions at several insurance carriers. And after many years of delivering exceptional presentations aimed at the producers who sold for those carriers, Ken is now introducing his dynamic approach to the broader industry. Ken’s field-tested approach to training zeroes in on sales concepts that can be used with a wide variety of products. Ken’s training incorporates sales principles from the masters of insurance sales -- Frank Bettger, W. Clement Stone, Ben Feldman and Joe Gandolfo. The ideas of these four greats have had a huge impact on Ken’s own successful sales career, and not only does he understand their principles inside and out, he is eager to share those principles to help the next generation of salespeople succeed. Ken has written numerous articles for insurance industry trade publications, and he has conducted many presentations and training sessions on sales techniques, life insurance, supplemental health, critical illness, and disability income to a variety of audiences. His usual audience is made up primarily of producers and financial advisors. Ken also produces and posts regular producer-oriented videos that include sales ideas and sales concepts. These blogs are popular among many producers and marketers in the insurance business and were highlighted at a LIMRA Marketing Conference. Ken understands firsthand the challenges of the sales profession. He speaks hundreds of times each year to agent groups.