22 Keys to Sales Success How to Make It Big

The art of selling financial products and services is a challenging process, requiring new skills and continuous learning to thrive in a constantly changing environment. With skeptical, bear-market bruised consumers demanding more for less, a solid, practical guideline is needed for both new and experienced salespeople to follow. Each chapter in this guide addresses a fundamental issue in selling, representing the best practices of high- producing financial advisers and insurance professionals in the industry. The authors draw on their many years of personal experience in selling financial services to help salespeople improve their skill sets and fundamental abilities. The 22 precepts zero in on key issues - from qualifying clients to perfecting the sales presentation to overcoming objections - which financial services professionals need to master the art of selling.

James M. Benson is a senior executive vice president of John Hancock Financial Services and president of John Hancock Sales and Marketing.

PREFACE	ix
INTRODUCTION	1	(4)
KEY 1 Take Control of the Sale	5	(8)
KEY 2 Focus on Clients, Not Compensation	13	(10)
KEY 3 Position with Mission	23	(8)
KEY 4 Go Long and Deep	31	(12)
KEY 5 You've Got to Believe	43	(8)
KEY 6 Don't Be Afraid to Walk Away: Jim's Epiphany	51	(8)
KEY 7 Give Them Something to Say "Yes" To	59	(6)
KEY 8 Develop a Marketing Rhythm	65	(8)
KEY 9 Follow the 60-20-20 Rule	73	(8)
KEY 10 Automate Your Sales Process	81	(6)
KEY 11 Open the Johari Window	87	(10)
KEY 12 Market Yourself as the Expert	97	(8)
KEY 13 Generate New Business with Existing Clients	105	(6)
KEY 14 Master the Art of Communication	111	(8)
KEY 15 Demand Objections	119	(8)
KEY 16 Always Be Closing	127	(8)
KEY 17 Be Your Own Sales Manager	135	(6)
KEY 18 Cultivate Your Referrals	141	(6)
KEY 19 Create Your Compelling Vision	147	(10)
KEY 20 Close More Sales with Scripting	157	(8)
KEY 21 Make Them Love You	165	(6)
KEY 22 Energize Your Success	171	(8)
RESOURCES	179

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

Summary

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Table of Contents

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