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page20APublicationofIndependentInsuranceAgentsofWVsAlessuccessideAsgetyoursAlesontrAcKBygettingBAcKtoBAsicsCONTINUEDFROMPAGE18Attheendofthedayitx19sallaboutpeopleandrelationships.Youhavetoconnectwithpeopleonapersonallevelandstayincommunicationandcontinuetobuildtherelationship.BasicPrinciple4getbetteratsellinxe.Whentimesaretoughtheretendtobefewerprospectsandfeweropportunitiesthusyoumustdobetterwiththeonesyouhave.Thefastestwaytogetbetteratsellingistoonemakesalesastudyandtwodowhatthetopsalespeopledo.Becomeastudentofsellingbeaspongereadlistentoandwatchanythingyoucanonthesubjectofselling.Nextx1dndthetopsalespeopleinyourcompanyyourindustryandinotherindustries.IftheyhavebooksCDsorotherprogramsinvestinthemandgothroughthemthoroughly.Callthemonthephonee-mailthemorotherwisegetintouchwiththemandaskthemwhatmakesthemsuccessful.Itx19ssimpleifyoudothesamethingsastopsalespeopleyouwillgetthesameresults.BasicPrinciple5Workhardandsmart.Wetalkedabitaboutworkingsmartwhenwetalkedaboutx1dndingthetopsalespeopleanddoingwhattheydo.Itx19ssimplesuccessleavesclues.Youdonx19twanttoreinventthewheelandyoudonx19thavetosimplyx1dndoutwhatmakesthetopsalespeoplethetopsalespeopleanddowhattheydo.Youalsowanttousebestpracticesinyourindustry.Lookforwaystoworkmoreefx1dciently.Inadditiontoworkingsmartyouhavetoworkhard.Thisisparticularlytrueintoughtimes.Youmayhavetomakemorecallsandworkmorehoursinordertox1dndtheprospectsandmakethesales.Inadditioneverydayyouhavetoworkhardonyourmentalattitudeonkeepingnegativesoutonstayingmotivatedonbuildingyournetworkonmakingthecallsandoneverythingelsethatyoursellingcareerinvolves.AbouttheAuthorJohnChapinisanaward-winningsalesspeakertrainerandcoachanumberonesalesrepinthreeindustriesandtheprimaryauthorofthegold-medalwinningx1cSalesEncyclopediax1d.Inhis24yearsofsalescustomerserviceandmanagementexperiencehehassoldinsomeofthetoughestmarketsandeconomies.IfyouwouldlikeaccesstoJohnx19sfreewhitepaperonwhatittakestobesuccessfulinsalesalongwithamonthlynewsletteryoucanvisitJohnx19swebsiteatwww.completeselling.com.ForpermissiontoreprintortoreachJohnemailhimatjohnchapincompleteselling.com.AdvertiseintheTheWestVirginiaInsurorCallusat304342-2440IndependentInsuranceAgentsofWestVirginiaInc.179SummersStreetSuite321CharlestonWV25301MailingaddressP.O.Box1226CharlestonWV25324Phone304342-2440TF800274-4298Fax304344-4492IndependentInsuranceAgentsofWestVirginiaInc.