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."

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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.

Sales & Marketing