22 Keys To Sales Success: How To Make It Big In Financial Services Download Free (EPUB, PDF)
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.
Hardcover: 224 pages
Publisher: Bloomberg Press; 1 edition (April 28, 2004)
Language: English
ISBN-10: 1576601498
ISBN-13: 978-1576601495
Product Dimensions: 6.3 x 0.8 x 9.4 inches
Shipping Weight: 1.2 pounds (View shipping rates and policies)
Average Customer Review: 4.5 out of 5 stars See all reviews (4 customer reviews)
Best Sellers Rank: #840,603 in Books (See Top 100 in Books) #160 in Books > Business & Money > Insurance > Business #171 in Books > Textbooks > Business & Finance > Sales #198 in Books > Textbooks > Business & Finance > Banking
Review Summary: 22 Keys to Sales Success has some very fine material in it. The book would have been much improved if it had focused on one type of sales professional in one type of organization looking for one type of client (a new life insurance salesperson in a small agency dealing with owners of small businesses, for example). That would have allowed the material to have been more focused and customized for immediate use. At the same time, some of the material just doesn't fit certain classes of sales professionals. If you are wise enough to ignore what doesn't fit, this book can greatly improve your success.Review: The authors are clearly well read and have had a lot of experience going to seminars. The many references to the works of others are appropriate and add depth to this otherwise simple book. From that authority, they provide many helpful suggestions that will be essential to newcomers to financial sales and valuable to experienced people who aren't using the advice.I thought that the advice to Create Your Compelling Vision, Position with Mission, Energize Your Success, Open the Johari Window, Market Yourself as the Expert, Focus on Clients (Not Compensation), Demand Objections, and Be Your Own Sales Manager were superb. I was skeptical about the strong emphasis on continuing efforts to close, scripts and the suggested ways to get referrals. The material in the book seemed inauthentic to me in these areas as a professional, and I graded the book down accordingly.It seemed like the book was aimed more at those selling insurance products for life and retirement than anything else. So if that's what you sell, this book is probably good for you.
Sales: A Beginners Guide to Master Simple Sales Techniques and Increase Sales (sales, best tips, sales tools, sales strategy, close the deal, business ... sales techniques, sales tools Book 1) Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere: (Sales, Sales Training, Sales Book, Sales Techniques, Sales Tips, Sales Management) 22 Keys to Sales Success: How to Make It Big in Financial Services Sales Success: Motivation From Today's Top Sales Coaches (Audio Success) The Financial Manager's Survival Kit: From Survival to Success in the Financial Services Industry Follow Up and Following Through in Car Sales - Salesperson and Sales Management Advice Book: Technique Guide on How to Overcome Objections and Close Deals Over the Phone (Outbound Sales Call) Life Insurance Sales Success Formula: A Comprehensive Guide to Building a Successful Life Insurance Sales Career Overcoming Top Sales Objections: How to Handle the Most Difficult Sales Objections to Closing a Sale, Made for Success Man on a Mission: How to Succeed, Serve, and Make a Difference in Your Financial Services Career The Sales Mastery Academy: The Selling Difference - From Prospecting to Closing (Made for Success Collection) (Made for Success Collections) Sales Success: The Brian Tracy Success Library Microsoft Win32 Developer's Reference Library - (Microsoft Developers Library Win 32 BASE SERVICES (Microsoft Win 32 - Base Services) Human Services in Contemporary America (Introduction to Human Services) What Customers Want: Using Outcome-Driven Innovation to Create Breakthrough Products and Services: Using Outcome-Driven Innovation to Create Breakthrough Products and Services Auditing & Assurance Services, 5th Edition (Auditing and Assurance Services) Auditing & Assurance Services with ACL Software Student CD-ROM with Connect (Auditing and Assurance Services) Big Nate Triple Play Box Set: Big Nate: In a Class by Himself, Big Nate Strikes Again, Big Nate on a Roll The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales Vacation Ownership Sales Training: The One-on-One Successful Training Guide for the First Year of Timeshare Sales ASAP Accelerated Sales Action Plan: Professional Sales Agent Version
