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22 Keys to Sales Success: How to Make It Big in Financial Services
22 Keys to Sales Success How to Make It Big in Financial Services Author:James M. Benson, Paul Karasik In the past few years, the financial industry has undergone dynamic structural changes that have deeply affected the sales process. Bruised by market volatility, todays consumer is skeptical and demands more for less. You need fresh approaches to sell in todays tough marketplace. Here are the 22 Keys that can help any financial pro... more »fessional 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, including: * The four primary fears that could destroy your saleand how to help your 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 your clients to say "Yes" * Four simple steps to generate new business with current clients * Five guidelines for overcoming objections * Six sample scripts to make your closing ratios soar Whether youve been in business for years or are just beginning, each key will unlock a new door on your path to sales success.« less