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  • Rejection Reality Check
    rejection rate)! We know we have a winning direct mail campaign if we have a 2% response rate (that’s ... it’s understandable. The truth is that we would care a lot less what other people think if we really ...

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    • Authors: David Miller
    • Date: Nov 2008
    • Competency: Communication>Persuasive communication
    • Topics: Actuarial Profession>Competencies
  • Lessons from a Toothache—Part 2
    Lessons from a Toothache—Part 2 The author discusses lessons and strategies he learned about selling ... their current situation. lEssON #2: AcTiON is diREcT- ly PROPORTiONAl TO ThE AMOuNT OF PAiN ExPERi- ...

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    • Authors: David Miller
    • Date: May 2012
    • Competency: Communication>Persuasive communication
    • Publication Name: The Stepping Stone
    • Topics: Actuarial Profession>Professional development
  • The Five Key Principles of Influence - Part 1
    The Five Key Principles of Influence - Part 1 To persuade successfully and non-manipulatively, it’s ... shoes. What’s important to them? Why would they care about your proposal? What do they get out of it ...

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    • Authors: David Miller
    • Date: Nov 2015
    • Competency: Communication>Persuasive communication; Leadership>Change management; Leadership>Influence; Relationship Management>Relationships and trust; Strategic Insight and Integration>Influence decisions
    • Publication Name: The Stepping Stone
    • Topics: Actuarial Profession>Management skills