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22 Keys to Sales Success: How to Make It Big in Financial Services by James M.

Condition:

Very Good

Price:

US $3.79

ApproximatelyPHP 222.95

Postage:

Free Economy Postage. See detailsfor shipping

Located in: Boston, Massachusetts, United States

Delivery:

Estimated between Fri, 28 Jun and Mon, 1 Jul to 43230

Returns:

30 days return. Seller pays for return shipping. See details- for more information about returns

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Seller information

mtwyouth (324955)
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eBay item number:296388475380

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Item specifics

Condition: Very Good: A book that has been read but is in excellent condition. No obvious damage to the cover, ... Very Good: A book that has been read but is in excellent condition. No obvious damage to the cover, with the dust jacket included for hard covers. No missing or damaged pages, no creases or tears, and no underlining/highlighting of text or writing in the margins. May be very minimal identifying marks on the inside cover. Very minimal wear and tear. See all condition definitionsopens in a new window or tab

ISBN: 9781576601495

Book Title: 22 Keys to Sales Success : How to Make It Big in Financial Services

Book Series: Bloomberg Ser.

Publisher: Wiley & Sons, Incorporated, John

Item Length: 9.4 in

Publication Year: 2004

Format: Hardcover

Language: English

Illustrator: Yes

Item Height: 0.8 in

Author: Paul Karasik, James M. Benson

Genre: Business & Economics

Topic: Banks & Banking, Industries / Financial Services, Sales & Selling / General, Investments & Securities / General

Item Weight: 18.6 Oz

Item Width: 6.3 in

Number of Pages: 224 Pages

About this product

Product Information

In the past few years, the financial industry has undergone dynamic structural changes that have deeply affected the sales process. Bruised by market volatility, todays consumer is skeptical and demands more for less. A business needs fresh approaches to sell in todays tough marketplace.

Product Identifiers

Publisher

Wiley & Sons, Incorporated, John

ISBN-10

1576601498

ISBN-13

9781576601495

eBay Product ID (ePID)

2705076

Product Key Features

Book Title

22 Keys to Sales Success : How to Make It Big in Financial Services

Number of Pages

224 Pages

Language

English

Publication Year

2004

Topic

Banks & Banking, Industries / Financial Services, Sales & Selling / General, Investments & Securities / General

Illustrator

Yes

Genre

Business & Economics

Author

Paul Karasik, James M. Benson

Book Series

Bloomberg Ser.

Format

Hardcover

Dimensions

Item Height

0.8 in

Item Weight

18.6 Oz

Item Length

9.4 in

Item Width

6.3 in

Additional Product Features

Intended Audience

Trade

Dewey Edition

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)

Lccn

2003-028159

Series Volume Number

Dewey Decimal

332.1/068/8

Lc Classification Number

Hg1616.M3b44 2004

Table of Content

Preface. Introduction. Key 1 Take control of the sale. Key 2 Focus on clients, not compensation. Key 3 Position with mission. Key 4 Go long and deep. Key 5 You've got to believe. Key 6 Don't be afraid to walk away: Jim's epiphany. Key 7 Give them something to say "yes" to. Key 8 Develop a marketing rhythm. Key 9 Follow the 60-20-20 rule. Key 10 Automate your sales process. Key 11 Open the Johari window. Key 12 Market yourself as the expert. Key 13 Generate new business with existing clients. Key 14 Master the art of communication. Key 15 Demand objections. Key 16 Always be closing. Key 17 Be your own sales manager. Key 18 Cultivate your referrals. Key 19 Create your compelling vision. Key 20 Close more sales with scripting. Key 21 Make them love you. Key 22 Energize your success. Resources.

2004

Item description from the seller

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eBay item number:296388475380

Postage and handling

Item location:

Boston, Massachusetts, United States

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Postage and handling	To	Service	Delivery*See Delivery notes
Free postage	United States	Economy Postage (USPS Media MailTM)	Estimated between Fri, 28 Jun and Mon, 1 Jul to 43230
US $4.99 (approx PHP 293.55)	United States	Expedited Postage (USPS Priority Mail®)	Estimated between Mon, 1 Jul and Sat, 6 Jul to 43230

Notes - Delivery *Estimated delivery dates include seller's handling time, origin ZIP Code, destination ZIP Code and time of acceptance and will depend on shipping service selected and receipt of cleared payment. Delivery times may vary, especially during peak periods.

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Will usually ship within 1 business day of receiving cleared payment.

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