Mega-Selling
A practical step-by-step approach to hiring the right person. Every hiring manager knows that the traditional hiring and interviewing process is a poor tool for predicting organizational fit and future on-the-job success. Behavioral interviewing can improve your chances of picking the right candidate two to five times over traditional processes. It focuses on how the candidate works rather than on skills, qualifications, and impressions. The Talent Edge shows how you can develop a concrete understanding of what your own top performers do differently than the majority of their peers, and how to translate that knowledge into a better hiring system. While using case studies from organizations that have successfully transformed their hiring practices, the book articulates the business case for a Behavioral Interviewing system, and provides a roadmap for implementing it. Comprehensive coverage includes: how to write job profiles and translate them into questions and answers that can be used in the interview; how to prepare for the interview, ask questions, and probe for the right information. The book also offers advice on how behaviors that are defined and proven to be useful in the hiring process can be incorporated into performance management, career development, and succession planning.
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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.”
– Nicholas Wise, President,
NILA Financial & Insurance Services Inc.,
20 year Top Of The Table Qualifier
“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!”
– Peter Lantos,
Peter Lantos & Associates
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.”
– Peter Flatt,
Peter Flatt Insurance
“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.”
– Paul W. Fincham,
Executive Planning International Life
Insurance Limited
“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.”
– Walter C. Barclay, BA, CFP, CLU, CH.F.C.,
Walter C. Barclay Insurance Agency
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.”
– Keith Coles, CFP, CLU, CH.F.C.,
The Coles Group Inc.
“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.”
– David Baird,
Ten Star Life Insurance Brokers Inc.
“I started to read your book and couldn’t put it down. If I had to categorize it, I would put it under suspense.”
– Frank DeFederico,
Financial Directions
“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.”
– David Pozer, B.A., L.L.B.,
Assistant Vice President & Chief Underwriter,
Manulife (International) Limited
“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.”
– Lyle Manery, CLU, CH.F.C.,
Chimo Financial Services Inc.
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.
Any request for photocopying, recording, taping or information storage and retrieval systems of any part of this book shall be directed in writing to the Canadian Reprography Collective, 6 Adelaide Street East, Suite 900, Toronto, Ontario, M5A 1H6.
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
