22 Keys to Sales Success : How to Make It Big in Financial Services
Karasik, Paul, Benson, James M.
Language: English
Published by Wiley & Sons, Incorporated, John, 2004
- First Edition
- Hardcover
- Used
Seller: Better World Books, Mishawaka, IN, U.S.A.Better World Books
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Condition: Used - Good
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Add to basketItem description from seller
Former library copy. Pages intact with minimal writing/highlighting. The binding may be loose and creased. Dust jackets/supplements are not included. Includes library markings. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good.
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- Title
- 22 Keys to Sales Success : How to Make It Big in Financial Services
- Author
- Karasik, Paul, Benson, James M.
- Publisher
- Wiley & Sons, Incorporated, John
- Publication year
- 2004
- Condition
- Good
- Binding
- Hardcover
- Language
- English
- ISBN 10
- 1576601498
- ISBN 13
- 9781576601495
- Edition
- 1st Edition.
- Item weight
- 1.162 pounds
- Dimensions
- N/A
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 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 clients to say yes
- Four simple steps to generate new business with current clients
- Five guidelines for overcoming objections
- Six 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.
"Synopsis" may belong to another edition of this title.
About the Author
Prior to joining Hancock, he was president of MetLife's Individual Business unit and was also chairman and chief executive officer of New England Financial, as well as chairman, president, and chief executive officer of GenAmerica Financial Corporation.
Before joining New England Financial and MetLife, Jim held the dual position of president and chief operating officer of Equitable Companies, Inc. and was chief executive officer of its flagship life insurance operation, Equitable Life Assurance Society. From 1968 to 1984, he held a variety of positions in sales, marketing, and product development with Pacific Mutual Life Insurance Company.
Paul Karasik is the president of The Business Institute, a sales and management training and consulting company. He has devoted eighteen years to helping America's financial industry professionals achieve their goals.
Paul is the author of six business classics, including Sweet Persuasion, How to Make It Big in the Seminar Business, and Seminar Selling: The Ultimate Resource Guide for Marketing Financial Services.
He is the founder of the American Seminar Leaders Association and a popular presenter at professional conferences and seminars throughout North America.
"About the title" may belong to another edition of this title.
Better World Books
Mishawaka, IN, U.S.A.
AbeBooks seller since August 3, 2006
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Better World Books (https://www.BetterWorldBooks.com) is a for-profit, socially conscious business and a global online bookseller that collects and sells new and used books online, matching each purchase with a book donation. Each sale generates funds for literacy and education initiatives in the U.S., the UK, and around the world. Since its launch in 2003, Better World Books has raised $33 million for libraries and literacy, donated over 32 million books, and reused or recycled more than 397 million books.…
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