22 Keys to Sales Success : How to Make It Big in Financial Services

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 themThe nine most effective strategic approaches to "target marketing" successFive guidelines for qualifying prospects more effectivelySixty-five ways to snap a sales slumpTen ways to get clients to say yesFour simple steps to generate new business with current clientsFive guidelines for overcoming objectionsSix 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. 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.

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.

Selling is not about pushing products any more. Pitches or sales gimmicks do not persuade the contemporary cynical, savvy consumer. In today's world, successful financial services and product sales professionals must build mutually beneficial relationships with their clients based on trust and respect. Authors James M. Benson and Paul Karasik use their experience and accomplishments in finance and insurance to identify 22 key sales strategies that anyone can use, including sales professionals in other industries. Much of the advice, for good or ill, is not specific to the area of financial services. Each chapter explains a tried-and-true, applicable sales strategy in an easy-to-understand format. You've heard some of these strategies before, but others will provide new fuel to energize your approach to sales. Each strategy makes sense and getAbstract.com recommends this book to everyone who sells financial products, whether you are a weathered sales veteran or a novice who is still finding your way 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. You need 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 their potential "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."--Jacket