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David Cowper
Mega-Selling
Praise for David Cowper’s
“This book has everything to offer: to the beginner to light his way to success; to the 50 year plus experienced veteran, to show where he could and should have been. Every positive adjective and description falls short of its meaningfulness.”
“I would like to congratulate you on an absolutely outstanding book. I have read Mega-Selling three times, cover to cover, picking up new ideas each time. Your book has been inspirational and motivational. Your art of writing is as eloquent as your fluency in public speaking. I am now waiting for Mega-Selling… The sequel!”
Mega-Selling is certainly a well chosen name for your book. Most literature developed for promotional concepts lacks the real-life drama and excitement that yours has plenty of. It puts life back into life insurance with an easy flowing narrative, which the reader wants to explore to the end.”
“You are a true visionary in our business. Your superb intellectual mind has enabled you to make analogies that are hypnotic to the prospect. This book is a great read for all salespersons, but it is a must read for those selling life insurance.”
“It was with great pleasure that I read your latest book. It was far and away the best book on selling insurance that I have read. Most books deal with ‘cutesy’ ideas or read like textbooks; whereas yours reads more like a novel, making it fast paced and highly readable.”
Well done! Your book is a real winner. I could not put it down until I finished it. It captured my mind from the first page to the last page.”
“Mega-Selling is a most unusual book. At first I thought I was reading a James Bond spy adventure. This is such a pleasant change from the usual type of sales book. It is like reading a novel you can’t put down.”
“I started to read your book and couldn’t put it down. If I had to categorize it, I would put it under suspense.”
“I enjoyed your book. It certainly depicts the power of love and conviction for one’s chosen occupation. I am a firm believer in being whatever you want and committing to be a top performer in that field.”
“Your book was a fascinating read. I thoroughly enjoyed your examples. Everyone who reads your book will be inspired, undoubtedly, to stretch just a little to reach for his or her own next plateau.”
Copyright © 2000 by The Covenant Group
All rights reserved. No part of this work covered by the copyrights herein may be reproduced or used in any form or by any means – graphic, electronic or mechanical – without the prior writen permission of the publisher.
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Care has been taken to trace ownership of copyright material contained in this text. The publishers will gladly receive any information that will enable them to rectify any reference or credit line in subsequent editions.
John Wiley & Sons Canada Limited
22 Worcester Road
Etobicoke, Ontario
M9W 1L1
Canadian Cataloguing in Publication Data
Cowper, David, 1928-
Mega-selling: secrets of a master salesman
Includes index.
eISBN: 978-0-470-73926-6
I. Selling. I. Title.
HF5438.25.C.85 C00-930761-3
Production Credits:
Cover & text design: Interrobang Graphic Design Inc.
Printer: Tri-Graphic Printing Ltd.
About the Authors
DAVID COWPER
David Cowper, CLU, entered the insurance business in 1958, becoming one of the highest performing insurance brokers in the world and a founding member of the Top of the Table. He was a Main Platform speaker for the Top of the Table and the Million Dollar Round Table, a former member of the Faculty of Life Underwriters Association, former member of the Directors of Life Underwriters Association, and former Chairman of the Taxation and Legislation Committee of Life Underwriters Association of Canada. He was a tenor, an avid reader of history, and an aficionado of thoroughbred horse racing.
DONALD COWPER
Donald Cowper, a former insurance broker, is now a writer, and co-author with Norm Trainor and Andrew Haynes of The 8 Best Practices of High-Performing Salespeople. He is also the co-author with Kevin Guest and Andrew Haynes of Youth Violence: How To Protect Your Kids. He lives in Toronto with his girlfriend and editor, Ann Margaret.
ANDREW HAYNES
Andrew Haynes, former publisher of The Species Review, a Canadian high-tech magazine, is a writer and co-author with Norm Trainor and Donald Cowper of The 8 Best Practices of High-Performing Salespeople. He is also the co-author with Kevin Guest and Donald Cowper of Youth Violence: How To Protect Your Kids. He lives in Toronto with his wife, Christine.
Acknowledgments
For nearly 20 years, people have been asking me where my book is. I would always reply, “It’s coming – soon.” Now, thanks to the help of my son Donald and Andrew Haynes, I can at last say that it is here.
I am indebted to Ann Margaret Oberst for her expert editing, Christine Rooney for her insightful suggestions, and my daughter, Dara Cowper, for her astute comments. However, I take full responsibility for any errors that still remain in the book.
Deep thanks go to my wife, Teri, for all her support and love and advice on the manuscript.
I must also thank my other sons, David Jr. and Dalton, and my partner, Richard Steyn, for their input and encouragement.
Donald and Andrew would like to thank their agent, Claire Gerus. They also extend their heartfelt thanks to Ann Margaret and Christine for all of their encouragement, love and invaluable assistance throughout the many long days of this project.
David Cowper
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