James M Benson, Paul Karasik

22 Keys to Sales Success

How to Make It Big in Financial Services

• Gebundenes Buch

Produktbeschreibung

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.

Produktdetails

• Verlag: Wiley
• Seitenzahl: 203
• Erscheinungstermin: 1. April 2004
• Englisch
• Abmessung: 235mm x 157mm x 17mm
• Gewicht: 484g
• ISBN-13: 9781576601495
• ISBN-10: 1576601498
• Artikelnr.: 21675326

Autorenporträt

Paul Benson has been providing financial planning advice for more than 20 years, initially as an employee of one of Australia's major banks, and since 2005 as the principal of his own firm Guidance Financial Services. Paul's passion for financial independence comes from working with clients over so many years: seeing the different journeys of people's lives, what brings them happiness, and what causes stress and worry. Paul launched his Financial Autonomy podcast in 2017. Initially it was produced entirely as a family affair - Paul recorded the audio, his son created the theme music and did the editing, and his wife provided the outro. Today Financial Autonomy is one of the most popular personal finance podcasts in Australia. Paul holds a Bachelor of Business in Economics and Finance, and is a Certified Financial Planner. When not thinking about finances, Paul enjoys family time with his wife and two teenage sons. He loves playing board games - Settlers of Catan being a particular favourite - running, orienteering, and getting down to Williamstown beach during the warmer months for an ocean swim. Financial Autonomy is his first book.

Inhaltsangabe

Preface.

Introduction.

Key 1 Take control of the sale.

Key 2 Focus on clients, not compensation.

Key 3 Position with mission.

Key 4 Go long and deep.

Key 5 You've got to believe.

Key 6 Don't be afraid to walk away: Jim's epiphany.

Key 7 Give them something to say "yes" to.

Key 8 Develop a marketing rhythm.

Key 9 Follow the 60-20-20 rule.

Key 10 Automate your sales process.

Key 11 Open the Johari window.

Key 12 Market yourself as the expert.

Key 13 Generate new business with existing clients.

Key 14 Master the art of communication.

Key 15 Demand objections.

Key 16 Always be closing.

Key 17 Be your own sales manager.

Key 18 Cultivate your referrals.

Key 19 Create your compelling vision.

Key 20 Close more sales with scripting.

Key 21 Make them love you.

Key 22 Energize your success.

Resources.

Rezensionen

"Jim Benson and Paul Karasik have written aneasy-to-read-and-understand, cram-packed guide to proven successfulselling techniques. I would categorize this book as a'must-read' for new sales professionals and a 'you better read' forseasoned sales professionals."
--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. Theaction steps and skill builders help put words to action. Thisbelongs on the shelf of every sales professional in the financialservices business."
--Robert B. Plybon
Plybon & Associates
Past President, Million Dollar Round Table

"22 Keys to Sales Success makes a great educational textfor the financial professional. It presents new ideas for theexperienced adviser while also reinforcing historical bestpractices. For the less-experienced adviser, it serves as aneffective primer on how to build a successful practice. Don't missthe resources guide in the back of the book--that alone is worththe price of admission!"
--Barry G. Knight
Senior Vice President and Director of Sales Development, PioneerInvestments

"With this book, Jim Benson and Paul Karasik share theirexpertise on a number of important skills--such as developingclient and professional relationships, ascertaining and servingclient needs, and formulating, implementing, and adjustingmultifaceted plans--in a clear, articulate, and practical way.22 Keys to Sales Success provides the next generation ofproducers and leaders the tools they need to be successful in thisever-changing industry."
--David Stertzer
Executive Vice President, Association for Advanced LifeUnderwriting (AALU)