Anyone in Sales

I just started in insurance sales. (Personal lines.. Auto/homeowners/renters/etc.)

I come from a wholesale mortgage sales background, but after I was laid off, there was a need to look to a different industry.

[MajorCaptSilly]

I started my sales career as a copier salesman. I had a ton of experience in management so, they made me a major accounts rep. I think having no sales experience helped me a great deal. I never looked at how much money I might make from a certain "deal" but looked at how I could help my customers save money and run their businesses better. I do IT consulting now and have the same approach. If you're completely honest and deliver what you promise, you will do well. A couple books I recommend are:

"High Trust Selling" by Todd Duncan (all his books are good)
"The Trusted Advisor" by David H. Maister, Charles H. Green, and Robert M. Galford

Some great cold calling techniques are in "Getting to VITO" by Anthony Parinello

MCS