By James M. Benson
Some time past few years, the monetary has gone through dynamic structural alterations that experience deeply affected the revenues strategy. Bruised via industry volatility, brand new client is skeptical and calls for extra for much less. A enterprise wishes clean methods to promote in modern-day difficult marketplace.Here are the 22 Keys which may aid any monetary expert earn more money, paintings much less, and maximize his power. leaders James Benson and Paul Karasik mix their own event with the shared knowledge of the masters. each one key comprises confirmed, actionable revenues directions, including:The 4 basic fears which can break a sale--and find out how to support clients conquer themThe 9 most popular strategic ways to "target advertising and marketing" successFive instructions for qualifying customers extra effectivelySixty-five how one can snap a revenues slumpTen how one can get consumers to say yesFour uncomplicated steps to generate new enterprise with present clientsFive instructions for overcoming objectionsSix pattern scripts to make final ratios soarWhether an organization has been in enterprise for years or is simply starting, each one key will unencumber a brand new door at the route to revenues good fortune.
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Extra info for 22 Keys to Sales Success: How to Make It Big in Financial Services
Narrow your focus by target marketing. Target marketing is based on your predetermined positioning in the marketplace. It is a methodology you enlist to reach your chosen clientele. Target marketing is the art and science of letting a specific group know you have what they want. Selling is the art and science of convincing these people to buy what you have. When you master these two skills and apply them concurrently, your potential is unlimited. If you believe in the concept of positioning, as described in the previous chapter, but cannot decide on a target audience, here are a few guidelines for selecting one.
In almost every instance, you will know your products and services. That’s a given. That’s not enough. If knowledge could sell, the underwriters, money managers, and compliance officers would 44 YOU’VE GOT TO BELIEVE all be in the field selling. If facts and figures could sell, there would be no need for this book. The truth is that facts and logic do not persuade the sale. Information in the form of opinions, facts, and figures can always be interpreted or misleading. It leads to the need for more information and the need for a second opinion.
This cycle continues until logic either wins or fails, and failure is more common. As we have noted, logic does not sell; emotions do. In the second illustration below, logic is woven in with an emotional appeal for buying the product. This leads to positive thoughts about doing something good for one’s family, followed by reduced fear and a decision to buy. As we will explain in the Action Step, there is one more factor the financial provider or adviser can use effectively and honestly to secure the sale.
22 Keys to Sales Success: How to Make It Big in Financial Services by James M. Benson