"Until Next Time . Good Selling " Raymond J. Ohlson, CLU What they're saying about Ray Ohlson: "Ray brings a unique marketing perspective that reaches out and grabs his audience. He always looks beyond the obvious answer to find the right answer and because of this, I trust him. He is a man of great personal integrity, creativity, and enthusiasm. He doesn't fail himself nor the people he works with." - Jack Marrion, President, The Advantage Compendium "Ray Ohlson has a passion for selling. His energy, enthusiasm, and drive to give clients what they want and need are remarkable. He knows what works " - Lynne Richardson, Dean and Professor of Marketing, Miller College of Business, Ball State University "Ray Ohlson is widely recognized by insurance professionals as one of the most gifted and insightful executive in the field. In this easily accessible work, Ray distills the essence his approach in a way that provides valuable advice for both the seasoned and the less experienced in the industry" - James C. Lanshe, JD, MBA, Assistant Dean and Adjunct Professor of Law, Seton Hall University Law School $$$$$$$$$$$$$$$$ Ray Ohlson began selling life insurance while completing his undergraduate degree at Ball State University (Muncie, Indiana). Ironically, his major was Radio/TV and Motion Pictures with a Journalism minor. The business world, however, appealed to him as he quickly became a member of the Million Dollar Round Table (MDRT), a CLU, an agency builder, president of two US life insurance companies, and Chief Marketing Officer for a Luxembourg and Bermuda carrier. Ray re-opened The Ohlson Group - a national insurance marketing organization - and counsels agents and producers throughout the country with his over 30 years of "in the trenches" experience and knowledge. Each week he signs off his e-newsletter columns of advice and counsel on a wide range of subjects applicable to the insurance industry and life itself with his trademark phrase, "Until next time . good selling " The palm tree on the cover is symbolic of Ray's life adventure - it sits near his second home on Hilton Head Island, South Carolina. Surviving the hurricanes and storms of life, the tree has bent but never broken. As Ray says, "Let this book help you develop the same strength and fortitude . may you bend but never break " Ray and the love of his life, Ann, reside in Carmel, Indiana, and they adore their three adult children, Nick, Joe, and Kiley.

Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.

Even the most competitive companies only close about 15 percent of the deals in their sales pipelines. That means that salespeople spend time with prospects who, 85 percent of the time, aren't going to buy. Wouldn't those salespeople rather spend more time pursuing prospects they knew they could close? Or spend time with their prospects where it matters most at an executive level? Readers who are ready for exceptional results for themselves and their companies need "Selling to Zebras". The Zebra way can help salespeople identify the perfect prospects for their companies--their Zebras--and develop a sales process that will help them close deals 90 percent of the time. The Zebra method of selling will: Increase close rates; Shorten sales cycles; Increase average deal size; Reduce discounting and increase margins; Make better use of scarce resources; Make customers happy, creating a stable of great references. Jeff and Chad Koser don't just offer theories and concepts. They give readers specific tools, models, and spreadsheets they can customise to make the Zebra way the best way for their companies to do business.

In this straightforward look at how contracts are used in everyday business life, you'll find this book an invaluable and very readable companion to your commercial negotiations.