"Strictly Sales" is written by the faculty of the Dynamics of Selling Program. This month's column is from Joan Sansing, CIC, ARM, AAI.

DO YOU have your "game book" ready? At Dynamics of Selling, we stress the importance of your game book (some refer to it as your "toolbox") to preparing for appointments. Having a nice brochure to show prospects is useful, but producers need more to succeed on sales calls. At our National Alliance School for Producer Development, we even supply a "shell" that producers can develop into a game book when they return to the office.

In my experience as a sales manager and trainer, however, I've learned that many people return to work from training programs ready to implement new ideas, only to quickly put them aside for more pressing day-to-day issues. Other producers, new to the industry, don't know where to begin building a game book. For either group, let's review the items essential for a winning producer's game book.

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