Jeb Blount, author & sales accelerator specialist. (Courtesy photo)

"Pump and pounce," "pitch slapping," "shutting up." Which of these go far to helping financial advisors get past "no" to "yes"? It's unquestionably that third technique, as Jeb Blount, sales accelerator specialist, tells PropertyCasualty360 in an interview. The first two yammering behaviors are deeply destructive, argues the coach, called "the modern-day Zig Ziglar."

Want to continue reading?
Become a Free PropertyCasualty360 Digital Reader

Your access to unlimited PropertyCasualty360 content isn’t changing.
Once you are an ALM digital member, you’ll receive:

  • Breaking insurance news and analysis, on-site and via our newsletters and custom alerts
  • Weekly Insurance Speak podcast featuring exclusive interviews with industry leaders
  • Educational webcasts, white papers, and ebooks from industry thought leaders
  • Critical converage of the employee benefits and financial advisory markets on our other ALM sites, BenefitsPRO and ThinkAdvisor
NOT FOR REPRINT

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.

Jane Wollman Rusoff

Jane Wollman Rusoff is a ThinkAdvisor contributing editor specializing in interviews with thought leaders. She has written for ThinkAdvisor since its inception and was a contributing editor to Research magazine, a predecessor to ThinkAdvisor, starting in 1992.

Jane has received two AZBEE Awards from the American Society of Business Publication Editors. She has contributed articles to The New York Times, The Washington Post, the Los Angeles Times and Esquire, among numerous other publications.

Jane has written or co-authored five books, including three written with “Tonight” show creator Steve Allen. Jane was a staff editor with London Express Features and Billboard’s Merchandising Magazine. She has interviewed and profiled thousands of entertainment personalities, including Ray Charles, George Clooney, Angelina Jolie and Meryl Streep.

Jane is the founder of www.FamilyStarProductions.com.