Items related to 22 Keys to Sales Success: How to Make It Big in Financial...
in the past few years, the financial industry has undergone dynamic structural changes that have deeply affected the sales process. bruised by market volatility, todays consumer is skeptical and demands more for less. you need fresh approaches to sell in todays tough marketplace. here are the 22 keys that can help any financial professional make more money, work less, and maximize their potential. industry leaders james benson and paul karasik combine their personal experience with the shared wisdom of the masters. each key contains proven, actionable sales guidelines, including:
the four primary fears that could destroy your sale—and how to help your prospects overcome them
the nine most effective strategic approaches to “target marketing” success
five guidelines for qualifying prospects more effectively
sixty-five ways to snap a sales slump
ten ways to get your clients to say “yes”
four simple steps to generate new business with current clients
five guidelines for overcoming objections
six sample scripts to make your closing ratios soar
whether you've been in business for years or are just beginning, each key will unlock a new door on your path to sales success.
"synopsis" may belong to another edition of this title.
Review:
"Jim Benson and Paul Karasik have written an easy–to–read–and–understand, cram–packed guide to proven successful selling techniques. I would categorize this book as a ′must–read′ for new sales professionals and a ′you better read′ for seasoned sales professionals."
Albert J. "Bud" Schiff
CEO, NYLEX Benefits
Past President, Association for Advanced Life Underwriting (AALU)
Past Chairman, International Top of the Table
Book Description:
Albert J. "Bud" Schiff
CEO, NYLEX Benefits
Past President, Association for Advanced Life Underwriting (AALU)
Past Chairman, International Top of the Table
"This is one of the best–written sales books I′ve read. The action steps and skill builders help put words to action. This belongs on the shelf of every sales professional in the financial services business."
Robert B. Plybon
Plybon & Associates
Past President, Million Dollar Round Table
"22 Keys to Sales Success makes a great educational text for the financial professional. It presents new ideas for the experienced adviser while also reinforcing historical best practices. For the less–experienced adviser, it serves as an effective primer on how to build a successful practice. Don′t miss the resources guide in the back of the book––that alone is worth the price of admission!"
Barry G. Knight
Senior Vice President and Director of Sales Development, Pioneer Investments
"With this book, Jim Benson and Paul Karasik share their expertise on a number of important skills––such as developing client and professional relationships, ascertaining and serving client needs, and formulating, implementing, and adjusting multifaceted plans––in a clear, articulate, and practical way. 22 Keys to Sales Success provides the next generation of producers and leaders the tools they need to be successful in this ever–changing industry."
David Stertzer
Executive Vice President, Association for Advanced Life Underwriting (AALU)
here are the 22 keys to sales success that can help any financial professional make more money, work less, and maximize their potential.
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- PublisherBloomberg Press
- Publication date2004
- ISBN 10 1576601498
- ISBN 13 9781576601495
- BindingHardcover
- Edition number1
- Number of pages224
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22 Keys to Sales Success: How to Make It Big in Financial Services
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Book Description Hardcover. Condition: New. In the past few years, the financial industry has undergone dynamic structural changes that have deeply affected the sales process. Bruised by market volatility, today's consumer is skeptical and demands more for less. A business needs fresh approaches to sell in today's tough marketplace.Here are the 22 Keys that can help any financial professional make more money, work less, and maximize his potential. Industry leaders James Benson and Paul Karasik combine their personal experience with the shared wisdom of the masters. Each key contains proven, actionable sales guidelines, including: The four primary fears that could destroy a sale--and how to help prospects overcome them The nine most effective strategic approaches to "target marketing" success Five guidelines for qualifying prospects more effectively Sixty-five ways to snap a sales slump Ten ways to get clients to say yes Four simple steps to generate new business with current clients Five guidelines for overcoming objections Six sample scripts to make closing ratios soarWhether a company has been in business for years or is just beginning, each key will unlock a new door on the path to sales success. Seller Inventory # DADAX1576601498
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