22 Keys to Sales Success

How to Make It Big in Financial Services

by James M. Benson and Paul Karasik

		Publisher: Bloomberg Press Pub. Date: 2004 ISBN: 9781576601495 No. pages: 224 Category: Sales & Marketing

In this summary you will learn

How to use 22 different strategies to sell financial products and services
How to focus your efforts on building relationships rather than pitching products
How to change customers into clients

Why you should read 22 Keys to Sales Success

Selling is not about pushing products any more. Pitches or sales gimmicks do not persuade the contemporary cynical, savvy consumer. In today’s world, successful financial services and product sales professionals must build mutually beneficial relationships with their clients based on trust and respect. Authors James M. Benson and Paul Karasik use their experience and accomplishments in finance and insurance to identify 22 key sales strategies that anyone can use, including sales professionals in other industries. Much of the advice, for good or ill, is not specific to the area of financial services. Each chapter explains a tried-and-true, applicable sales strategy in an easy-to-understand format. You’ve heard some of these strategies before, but others will provide new fuel to energize your approach to sales. Each strategy makes sense and getAbstract.com recommends this book to everyone who sells financial products, whether you are a weathered sales veteran or a novice who is still finding your way.

About the Authors

James M. Benson sold financial products and services for many years. He is president and CEO of the John Hancock Life Insurance Company, where he formerly headed the sales and marketing division. Management consultant Paul Karasik trains financial professionals. His previous books include Sweet Persuasion and How to Market to High-Net-Worth Households. He is a columnist for On Wall Street magazine.

Rating (what is this?)

Overall		(8)
Applicability		(9)
Innovation		(5)
Style		(7)

Level of Expertise (what is this?)

Level

(6)

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