22 Keys to Sales Success How to Make It Big in Financial Services,9781576601495

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

by ;
Edition: 1st
ISBN13: 9781576601495
ISBN10: 1576601498
Format: Hardcover
Pub. Date: 2004-04-01
Publisher(s): Bloomberg Press
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Summary

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. Each chapter in this guide addresses a fundamental issue in selling, representing the best practices of high- producing financial advisers and insurance professionals in the industry. The authors draw on their many years of personal experience in selling financial services to help salespeople improve their skill sets and fundamental abilities. The 22 precepts zero in on key issues - from qualifying clients to perfecting the sales presentation to overcoming objections - which financial services professionals need to master the art of selling.

Author Biography

James M. Benson is a senior executive vice president of John Hancock Financial Services and president of John Hancock Sales and Marketing.

Table of Contents

PREFACE ix
INTRODUCTION 1(4)
KEY 1 Take Control of the Sale 5(8)
KEY 2 Focus on Clients, Not Compensation 13(10)
KEY 3 Position with Mission 23(8)
KEY 4 Go Long and Deep 31(12)
KEY 5 You've Got to Believe 43(8)
KEY 6 Don't Be Afraid to Walk Away: Jim's Epiphany 51(8)
KEY 7 Give Them Something to Say "Yes" To 59(6)
KEY 8 Develop a Marketing Rhythm 65(8)
KEY 9 Follow the 60-20-20 Rule 73(8)
KEY 10 Automate Your Sales Process 81(6)
KEY 11 Open the Johari Window 87(10)
KEY 12 Market Yourself as the Expert 97(8)
KEY 13 Generate New Business with Existing Clients 105(6)
KEY 14 Master the Art of Communication 111(8)
KEY 15 Demand Objections 119(8)
KEY 16 Always Be Closing 127(8)
KEY 17 Be Your Own Sales Manager 135(6)
KEY 18 Cultivate Your Referrals 141(6)
KEY 19 Create Your Compelling Vision 147(10)
KEY 20 Close More Sales with Scripting 157(8)
KEY 21 Make Them Love You 165(6)
KEY 22 Energize Your Success 171(8)
RESOURCES 179

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