Articles Written by Michael Roby From Isnare.com http://www.isnare.com/?s=author&a=Michael+Roby Pure Profit: Four Secrets Of Successful Sales Diversification Business Michael Roby Sat, 07 Apr 2007 00:00:00 +0800 http://www.isnare.com/?aid=140485&ca=Business What a week! Seven speaking engagements and sales training in five cities in Washington, California, and Texas, and five flights provided for an exciting but tiring trip. When my wife picked me up at the airport, the last thing I wanted to do was dine out. However, she had had a long week as well... Listen Intently, And Choose Your Words Wisely Business Michael Roby Thu, 22 Feb 2007 00:00:00 +0800 http://www.isnare.com/?aid=128354&ca=Business Last week I had the opportunity to speak to a group of investment executives in California. One of my mentors, Doug Wood, attended the meeting. Doug has 40 years of experience in the investment industry, and is a legend in the investment wholesaling business. He is a master salesperson, manager, tra... Mixing Oil And Water: Six Steps To Selling Investments In Financial Institutions Business Michael Roby Thu, 22 Feb 2007 00:00:00 +0800 http://www.isnare.com/?aid=127972&ca=Business Oil and water just don’t mix; there is no point in trying. Both are needed for a high performance engine to run at maximum efficiency, but they have different functions. In banking, the oil is the bank products and the water is the non-bank products that are becoming essential for meeting today’s co... An American Family: The Values Of The Prairie Family Concerns Michael Roby Wed, 21 Feb 2007 00:00:00 +0800 http://www.isnare.com/?aid=127311&ca=Family+Concerns I never met Clifford Erickson. In fact, I never knew his name until I went to Carpio, ND to pay respects to his family. Clifford B. Erickson died at his home in Carpio on June 26, 2006. My wife works for his daughter, Cindy, and they are close friends as well. They have even been mistaken for si... Bring It On: Dealing With Sales Competition Business Michael Roby Tue, 20 Feb 2007 00:00:00 +0800 http://www.isnare.com/?aid=126832&ca=Business Sales trainers do well to focus on the basics, such as prospecting, presenting, answering objections, and closing the sale. In spite of this training, salespeople often struggle when they come face-to-face with the competition. The first rule of sales competition is “don’t slam your competitor,” yet...