22 Keys to Sales Success

How to Make It Big in Financial Services

By: James M. Benson, Paul Karasik

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Hardcover | 1 April 2004 | Edition Number 1

At a Glance

Hardcover
224 Pages

Dimensions(cm)
23.5 x 15.5 x 1.6

Hardcover

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$38.75

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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. <p> 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: <ul> <li>The four primary fears that could destroy a sale--and how to help prospects overcome them <li>The nine most effective strategic approaches to "target marketing" success <li>Five guidelines for qualifying prospects more effectively <li>Sixty-five ways to snap a sales slump <li>Ten ways to get clients to say yes <li>Four simple steps to generate new business with current clients <li>Five guidelines for overcoming objections <li>Six sample scripts to make closing ratios soar </ul> <p> 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.

Industry Reviews

"Jim Benson and Paul Karasik have written an easy-to-read-and-understand, cram-packed guide to proven successful selling techniques. I would categorize this book as a 'must-read' for new sales professionals and a 'you better read' for seasoned sales professionals."
?Albert J. "Bud" Schiff
CEO, NYLEX Benefits
Past President, Association for Advanced Life Underwriting (AALU)
Past Chairman, International Top of the Table

"This is one of the best-written sales books I've read. The action steps and skill builders help put words to action. This belongs on the shelf of every sales professional in the financial services business."
?Robert B. Plybon
Plybon & Associates
Past President, Million Dollar Round Table

"22 Keys to Sales Success makes a great educational text for the financial professional. It presents new ideas for the experienced adviser while also reinforcing historical best practices. For the less-experienced adviser, it serves as an effective primer on how to build a successful practice. Don't miss the resources guide in the back of the book--that alone is worth the price of admission!"
?Barry G. Knight
Senior Vice President and Director of Sales Development, Pioneer Investments

"With this book, Jim Benson and Paul Karasik share their expertise on a number of important skills--such as developing client and professional relationships, ascertaining and serving client needs, and formulating, implementing, and adjusting multifaceted plans--in a clear, articulate, and practical way. 22 Keys to Sales Success provides the next generation of producers and leaders the tools they need to be successful in this ever-changing industry."
?David Stertzer
Executive Vice President, Association for Advanced Life Underwriting (AALU)

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