22 keys to sales success :how to make it big in financial services
- 作者: Benson, James M.
- 其他作者: Karasik, Paul,
- 出版: Princeton : Bloomberg Press ©2004.
- 版本: 1st ed.
- 稽核項: 1 online resource (xi, 203 pages) :illustrations.
- 標題: Banks & Banking. , Relationship banking. , Brokers Vocational guidance. , Cross-selling financial services. , BUSINESS & ECONOMICS Banks & Banking. , Brokers , Electronic books. , Vocational guidance. , BUSINESS & ECONOMICS
- ISBN: 1417543957 , 9781417543953
- ISBN: 1576601498
- 試查全文@TNUA:
- 附註: Take control of the sale -- Focus on clients, not compensation -- Position with mission -- Go long and deep -- You've got to believe -- Don't be afraid to walk away -- Give them something to say "yes" to -- Develop a marketing plan -- Follow the 60-20-20 rule -- Automate your sales process -- Open the Johari window -- Market yourself as the expert -- Generate new business opportunities with existing clients -- Master the art of communication -- Demand objections -- Always be closing -- Be your own sales manager -- Cultivate your referrals -- Create your compelling vision -- Close more sales with scripting -- Make them love you -- Energize your success.
- 摘要: 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. You need 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 their potential.
- 電子資源: https://dbs.tnua.edu.tw/login?url=https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=114472
- 系統號: 005311014
- 資料類型: 電子書
- 讀者標籤: 需登入
- 引用網址: 複製連結
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.
來源: Google Book
來源: Google Book
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