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22 Keys to Sales Success: How to Make It Big in Financial Services
Contributor(s): Benson, James M. (Author), Karasik, Paul (Author)
ISBN: 1576601498     ISBN-13: 9781576601495
Publisher: Bloomberg Press
OUR PRICE:   $26.96  
Product Type: Hardcover - Other Formats
Published: April 2004
Qty:
Annotation: The art of selling financial products and services is a challenging process, requiring new skills and continuous learning to thrive in a constantly changing environment. With skeptical, bear-market bruised consumers demanding more for less, a solid, practical guideline is needed for both new and experienced salespeople to follow. 22 Keys to Success for Selling Financial Products and Services is the answer to this need. Each chapter addresses a fundamental issue in selling, representing the best practices of high-producing financial advisers and insurance professionals in the industry. Authors Jim Benson and Paul Karasik draw on their many years of personal experience in selling financial services to help all salespeople improve their skill sets and fundamental abilities. Succinctly and with engaging precision, the 22 precepts zero in on key issues--from qualifying clients to perfecting the sales presentation to overcoming objections--that financial services professionals need to master the art of selling. This handy guide for sales success is filled with powerful strategies, concepts, and principles, yet is easy and fast to read.
Additional Information
BISAC Categories:
- Business & Economics | Finance - General
- Business & Economics | Sales & Selling - General
- Business & Economics | Marketing - General
Dewey: 332.106
LCCN: 2003028159
Series: Bloomberg
Physical Information: 0.79" H x 6.04" W x 9.22" (1.18 lbs) 203 pages
 
Descriptions, Reviews, Etc.
Publisher Description:
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 soar

Whether 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.