22 Keys to Sales Success
Here are the 22 Keys to Sales Success that can help any financial professional make more money, work less, and maximize their potential.
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. 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 sale - and 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 you've been in business for years or are just beginning, each
key will unlock a new door on your path to sales success.
Hardback, 224 Pages, Dimensions 234 x 156 MM Language English.
Introduction
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: Jim's Epiphany
Give Them Something to Say "Yes" To
Develop a Marketing Rhythm
Follow the 60-20-20 Rule
Automate Your Sales Process
Open the Johari Window
Market Yourself as the Expert
Generate New Business 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
James M. Benson is president and chief executive officer of John Hancock Life Insurance Company, a division of Manulife Financial Corporation. Overseeing insurance and annuity sales, marketing, and distribution operations, he is responsible for all of the company’s distribution channels.
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.