The NEW Art of Selling Intangibles - Softcover

Gross, LeRoy; Korn, Donald

Softcover

ISBN 10: 1592800688 ISBN 13: 9781592800681

Publisher: Marketplace Books, Inc., 2003

Synopsis

'It's an invaluable resource for financial advisors, consultants, stockbrokers, and insurance agents alike."-- Keith Clark, DWC ConsultantsFinancial professionals often cringe at the thought of being in the business of 'selling". But selling is a key aspect of any financial professional's routine. Whether you're an advisor persuading a prospective client to hire you, a broker touting stocks, or an agent nudging a client toward an insurance policy or annuity - you're selling: The concept, the ideas -even yourself! Your 'product" is elusive - or intangible - making the challenges you face 'selling" even more complex.Now, turn to a cherished industry classic - The NEW Art of Selling Intangibles - for a full program of sales techniques specifically designed for financial professionals in their quest to: find clients, close clients, retain clients - and convince clients to make the right financial choices.This groundbreaking book was the first to integrate investment strategies with selling strategies exclusively targeted to financial professionals. Now - it's thoroughly updated, revised, and reworked to meet the needs of today's time-pressed professionals. Expanding on key issues, while weaving in new areas of concern - Korn presents a comprehensive program for winning.Learn to master every method needed to perfect your 'selling" skills - even if selling does not come naturally to you. You'll find.- 4 ways to get past 'No"- 11 top resources for finding prospects- 3 magic words to increase your sales power & income - instantly- Selling phrases - for everything from stocks, index funds & annuities to 529 plans- Closing techniques - and scripts - for every situation- How to heat up 'Cold Calls" and warm up prospects.Plus - methods for developing proper asset allocation strategies - and convincing clients to embrace them. Yes, there still is an 'art" to selling intangibles. Now - master the art yourself - with the proven methods featured in this new work.

About this title

About the Author:

The late LEROY GROSS was vice president and options specialist at PaineWebber and the founder of the National Options Sales Department of the Reynolds Company. His other books include The Art of Selling Intangibles, Phone Power, and Selling Investment Products. He also appeared in two videos, Mining the Cold Call Gold and How to Be a Top Producer.

About this edition

• Publisher: Marketplace Books, Inc.
• Publication date: 2003
• ISBN 10: 1592800688
• ISBN 13: 9781592800681
• Binding: Paperback
• Number of pages: 308