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    The Making of a Great Salesman
    The Making of a Great Salesman
    The Making of a Great Salesman
    Ebook102 pages1 hour

    The Making of a Great Salesman

    By Donovan Brown

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    About this ebook

    This publication provides a motivational and practical approach to achieving success in sales. The profound, yet simple and timeless practical advice given will lead you to eliminate complacency while moving ahead to fulfill your dreams and aspirations of greatness and peace of mind. Each chapter ends with application points and tips that readers can implement while on their quest to becoming a great salesman.

    LanguageEnglish
    PublisherPelican Publishers
    Release dateMay 5, 2017
    ISBN9781370869336
    The Making of a Great Salesman
    Author

    Donovan Brown

    Donovan Brown is a seasoned insurance professional who excels at selling value and empowerment to customers. In 2007, he established Chancellor Insurance Agency, which has continued to propagate his hallmark of excellence; receiving numerous records in its category. Donovan is a conscientious and forward thinking Chief Executive Officer who understand the importance of being fully committed to his objectives. He knows how to do the things that will result in success and how to mobilize his team to achieve their organizational and personal goals.

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      Book preview

      The Making of a Great Salesman - Donovan Brown

      The Making of a Great Salesman

      Donovan S. Brown

      First published in Jamaica, by Pelican Publishers Limited

      Email: pelicanpublishers@gmail.com

      Website: www. pelicanpublishers.com

      Copyright © 2015 by Donovan S. Brown

      All rights reserved. No part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without prior written permission of the author or publisher. This version may differ from other online versions. Certain images and design elements may have been removed or changed)

      Book design and layout by Pelican Graphics

      Cover design by Austin Whitter, DMA (Dmix Multimedia & Advertising)

      Endorsements

      The heights by great men reached and kept were not attained by sudden flight, but they, while their companions slept, were toiling upward in the night. This quote by Henry Wadsworth Longfellow aptly exemplifies Donovan Brown’s work, growth and achievements. His success in the insurance industry where he has served is acclaimed by all. Donovan has attained iconic status and the path that he has followed is an inspi- ration to young professionals in a myriad of spheres. It is my distinct pleasure to make this short commentary on the occasion of the publishing of his first book.

      Winston Knott, Teachers Dip Ed (Mico College), Cert Ed (UWI)

      ***

      Donovan Brown is a well-known icon in the life insurance industry in Jamaica. His passion as a salesman is unparalleled. He is an out of the box thinker with an exceptional drive and will to succeed. I am delighted that he has written this book and I know that it will serve as a motivational tool for many.

      Dale Greaves Smith CLU, BA, JP

      ***

      Donovan Brown embodies the true spirit of entrepreneurship. Though he is willing to listen to various opinions, he is never afraid to venture into uncharted waters or where others have ventured and failed.

      He is never stymied by text book theories but is always willing to see new opportunities where others see failure. The success of Chancellor Insurance Agency is a testament to this

      R.D.Simons B.A. F.L.M.I

      ***

      Mr. Donovan Brown entered the life insurance business twenty three years ago as an astute, confident young man with a great desire to learn all the intricacies of the business. He excelled in every area, finding his niche in the hotel industry where he completely dominated. His command of the life insurance products and his ability to fully understand the different aspects of the business created the steps needed for him to move in leaps and bounds. He was also willing to help others, giving ideas and hands on experience especially to new recruits in the business. Over that period he has won many industry awards.

      His next step in the unit management field was timely and his people skills have helped him in recruiting effectively, as he was also a success in this area.

      Currently he manages his own brokerage firm and has dominated in life insurance sales in all the years he has been in his own business, setting company records and maintaining a very high level of integrity. Mr. Brown is definitely a man of the 21st century and it is anticipated that he will continue to top the brokerage companies in winning insurance awards in this category.

      Sheryl Soares BSc, MSc, Dip. in Management Studies, MFA

      ***

      Over the years, Donovan Brown has grown from strength to strength, demonstrating that steady growth with strong roots will always result in sustainability. Throughout our association, he often talked about having his own company, at a time when re-engineering and redundancies were the order of the day.

      To dream is one thing, to dream and execute is quite another. Donovan not only dares to dream, he wakes up and implements with alacrity and precision.

      | Robert Bobby Bond MBA., FLMI., CLU |

      ***

      Donovan Brown, JP, President and CEO of Chancellor Insurance Agency, is an experienced insurance professional who moved from agent to management status at Island Life Insurance Company which merged with Life of Jamaica, now Sagicor Life Jamaica Ltd. He is a visionary who saw great opportunities in the insurance industry and took the initiative to incorporate Chancellor Insurance Agency in 2007.

      With a passion to achieve his objectives, he engaged himself in a tireless and purposeful effort to build his agency. The result is that, Chancellor Insurance Agency, for consecutive years has emerged as the leading multi-line insurance agency in Jamaica.

      One of the many strong points of Donovan Brown is his understanding of the dangers of complacency. In this regard, he does not rest on the laurels of past achievements but is passionate about reaching new, exciting and commanding heights. This, among other attributes, has enabled Chancellor Insurance Agency to grow from strength to strength.

      His ability to mobilize his team and enable them to focus on personal and organizational objectives is truly outstanding.

      Thomas J. James, CLU

      Donovan joined Island Life in 1992 as a member of the Oxford Branch sales team. I was working at the Head Office of the company and would eventually have responsibility for Insurance Operations. Over time, Donovan and I developed a mutually respectful working relationship (which became a lasting friendship). I learned that he had an accounting background and I thought it was a somewhat strange combination with sales. However, he was quite organized, very self-assured and refreshingly co-operative in terms of fulfilling administrative requirements.

      ***

      Donovan took the time to understand our systems at the Head Office, in particular, the commissions system and attendant reports. His accounting training gave him an appreciation for systems and processes and he actually became an ally to us in explaining these systems, delivering training on product information and correcting misconceptions which existed among some of his colleagues in the Branch.

      At the same time Donovan grew steadily in the insurance business. He did very well in sales and he eventually led a unit where his particular strength at recruiting sales- men emerged. He is now proudly leading a successful insurance agency and is quite an accomplished entrepreneur who has now added to his achievements by writing this book. Way to go! Congratulations to you, Donovan and best wishes in this endeavour.

      Lorna Gordon-Elliott MBA, BA, FLMI, ACS

      Dedication

      This book is a resource for salesmen desiring to experience greatness in their sales career. It is dedicated to the many individuals who have contributed to my life in some way or the other. You helped to mould and shape my character for greatness.

      I sincerely thank you.

      CONTENTS

      INTRODUCTION

      PART ONE- STARTING THE JOURNEY

      Introduction to Part One

      A Great Salesman Defined

      The Power of the Right Mindset

      Define Your Destiny

      Attitudes for Greatness in the Industry

      Tools for Greatness

      APPLICATION POINTS

      GUIDING PRINCIPLE

      PART TWO -CUTTING EDGE STRATEGIES FOR GREATNESS

      Introduction to Part Two

      Continuous learning

      The Influence of Preparation

      Reveal the Greatness in You

      Build Relationships

      Best Practices of Great salesmen

      APPLICATION POINTS

      GUIDING PRINCIPLE

      PART THREE- MASTERING THE ART OF SALESMANSHIP

      Introduction to Part Three

      The Power of Passion

      Develop a Results-Oriented System

      Handling challenges

      Value Your Clients

      Real Life Experiences: The Possibilities of Greatness

      APPLICATION POINTS

      GUIDING PRINCIPLE

      PART FOUR- LEAVE A LASTING LEGACY

      Introduction to Part Four

      Commit to excellence

      What You Put into It is What You Get out of It

      Plan for your Future

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