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 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.
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