{"product_id":"22-keys-to-sales-success-isbn-9781576601495","title":"22 Keys to Sales Success","description":"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.  \u003cp\u003eHere 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:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eThe four primary fears that could destroy a sale--and how to help prospects overcome them\u003c\/li\u003e \u003cli\u003eThe nine most effective strategic approaches to \"target marketing\" success\u003c\/li\u003e \u003cli\u003eFive guidelines for qualifying prospects more effectively\u003c\/li\u003e \u003cli\u003eSixty-five ways to snap a sales slump\u003c\/li\u003e \u003cli\u003eTen ways to get clients to say yes\u003c\/li\u003e \u003cli\u003eFour simple steps to generate new business with current clients\u003c\/li\u003e \u003cli\u003eFive guidelines for overcoming objections\u003c\/li\u003e \u003cli\u003eSix sample scripts to make closing ratios soar\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eWhether 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.\u003c\/p\u003e  Preface.  \u003cp\u003eIntroduction.\u003c\/p\u003e \u003cp\u003eKey 1 Take control of the sale.\u003c\/p\u003e \u003cp\u003eKey 2 Focus on clients, not compensation.\u003c\/p\u003e \u003cp\u003eKey 3 Position with mission.\u003c\/p\u003e \u003cp\u003eKey 4 Go long and deep.\u003c\/p\u003e \u003cp\u003eKey 5 You've got to believe.\u003c\/p\u003e \u003cp\u003eKey 6 Don't be afraid to walk away: Jim's epiphany.\u003c\/p\u003e \u003cp\u003eKey 7 Give them something to say \"yes\" to.\u003c\/p\u003e \u003cp\u003eKey 8 Develop a marketing rhythm.\u003c\/p\u003e \u003cp\u003eKey 9 Follow the 60-20-20 rule.\u003c\/p\u003e \u003cp\u003eKey 10 Automate your sales process.\u003c\/p\u003e \u003cp\u003eKey 11 Open the Johari window.\u003c\/p\u003e \u003cp\u003eKey 12 Market yourself as the expert.\u003c\/p\u003e \u003cp\u003eKey 13 Generate new business with existing clients.\u003c\/p\u003e \u003cp\u003eKey 14 Master the art of communication.\u003c\/p\u003e \u003cp\u003eKey 15 Demand objections.\u003c\/p\u003e \u003cp\u003eKey 16 Always be closing.\u003c\/p\u003e \u003cp\u003eKey 17 Be your own sales manager.\u003c\/p\u003e \u003cp\u003eKey 18 Cultivate your referrals.\u003c\/p\u003e \u003cp\u003eKey 19 Create your compelling vision.\u003c\/p\u003e \u003cp\u003eKey 20 Close more sales with scripting.\u003c\/p\u003e \u003cp\u003eKey 21 Make them love you.\u003c\/p\u003e \u003cp\u003eKey 22 Energize your success.\u003c\/p\u003e \u003cp\u003eResources.\u003c\/p\u003e  \u003cb\u003eJames M. Benson\u003c\/b\u003e 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.\u003cbr\u003e 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.\u003cbr\u003e 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.  \u003cp\u003e\u003cb\u003ePaul Karasik\u003c\/b\u003e 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.\u003cbr\u003e Paul is the author of six business classics, including \u003ci\u003eSweet Persuasion, How to Make It Big in the Seminar Business,\u003c\/i\u003e and \u003ci\u003eSeminar Selling: The Ultimate Resource Guide for Marketing Financial Services.\u003cbr\u003e \u003c\/i\u003eHe is the founder of the American Seminar Leaders Association and a popular presenter at professional conferences and seminars throughout North America.\u003c\/p\u003e  \"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 \u003cb\u003ea 'must-read' for new sales professionals and a 'you better read' for seasoned sales professionals.\u003c\/b\u003e\"\u003cbr\u003e \u003cb\u003e—Albert J. \"Bud\" Schiff\u003cbr\u003e \u003c\/b\u003eCEO, NYLEX Benefits\u003cbr\u003e Past President, Association for Advanced Life Underwriting (AALU)\u003cbr\u003e Past Chairman, International Top of the Table  \u003cp\u003e\"This is one of the best-written sales books I've read. The action steps and skill builders help put words to action. \u003cb\u003eThis belongs on the shelf of every sales professional in the financial services business.\u003c\/b\u003e\"\u003cbr\u003e \u003cb\u003e—Robert B. Plybon\u003cbr\u003e \u003c\/b\u003ePlybon \u0026amp; Associates\u003cbr\u003e Past President, Million Dollar Round Table\u003c\/p\u003e \u003cp\u003e\"\u003ci\u003e22 Keys to Sales Success\u003c\/i\u003e makes a great educational text for the financial professional. \u003cb\u003eIt presents new ideas for the experienced adviser while also reinforcing historical best practices.\u003c\/b\u003e 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!\"\u003cbr\u003e —\u003cb\u003eBarry G. Knight\u003c\/b\u003e\u003cbr\u003e Senior Vice President and Director of Sales Development, Pioneer Investments\u003c\/p\u003e \u003cp\u003e\"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. \u003cb\u003e\u003ci\u003e22 Keys to Sales Success\u003c\/i\u003e provides the next generation of producers and leaders the tools they need to be successful in this ever-changing industry.\u003c\/b\u003e\"\u003cbr\u003e \u003cb\u003e—David Stertzer\u003cbr\u003e \u003c\/b\u003eExecutive Vice President, Association for Advanced Life Underwriting (AALU)\u003c\/p\u003e","brand":"Bloomberg Press","offers":[{"title":"Default Title","offer_id":47988590706917,"sku":"NP9781576601495","price":29.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781576601495.jpg?v=1761780880","url":"https:\/\/k12savings.com\/products\/22-keys-to-sales-success-isbn-9781576601495","provider":"K12savings","version":"1.0","type":"link"}