22 Keys to Sales Success: How to Make It Big in Financial Services Contributor(s): Benson, James M. (Author), Karasik, Paul (Author) |
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ISBN: 1576601498 ISBN-13: 9781576601495 Publisher: Bloomberg Press OUR PRICE: $26.96 Product Type: Hardcover - Other Formats Published: April 2004 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:
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. |