Overview
In the past few years, the financial industry has undergone dynamicstructural changes that have deeply affected the sales process.Bruised by market volatility, today's consumer is skeptical anddemands more for less. A business needs fresh approaches to sell intoday's tough marketplace.
Here are the 22 Keys that can help any financial professionalmake more money, work less, and maximize his potential. Industryleaders James Benson and Paul Karasik combine their personalexperience with the shared wisdom of the masters. Each key containsproven, actionable sales guidelines, including:
- The four primary fears that could destroy a sale--and how tohelp prospects overcome them
- The nine most effective strategic approaches to "targetmarketing" 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 currentclients
- Five guidelines for overcoming objections
- Six sample scripts to make closing ratios soar
Whether a company has been in business for years or is justbeginning, each key will unlock a new door on the path to salessuccess.
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