The Art of Selling Intangibles PDF Download
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Author: LeRoy Gross
Publisher: Prentice Hall Press
ISBN:
Category : Brokers
Languages : en
Pages : 292
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Book Description
Author: LeRoy Gross
Publisher: Prentice Hall Press
ISBN:
Category : Brokers
Languages : en
Pages : 292
Get Book Here
Book Description
Author: LeRoy Gross
Publisher: Marketplace Books
ISBN: 9781592800681
Category : Business & Economics
Languages : en
Pages : 308
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Book Description
'It's an invaluable resource for financial advisors, consultants, stockbrokers, and insurance agents alike."-- Keith Clark, DWC ConsultantsFinancial professionals often cringe at the thought of being in the business of 'selling." But selling is a key aspect of any financial professional's routine. Whether you're an advisor persuading a prospective client to hire you, a broker touting stocks, or an agent nudging a client toward an insurance policy or annuity - you're selling: The concept, the ideas -even yourself! Your 'product" is elusive - or intangible - making the challenges you face 'selling" even more complex.Now, turn to a cherished industry classic - The NEW Art of Selling Intangibles - for a full program of sales techniques specifically designed for financial professionals in their quest to: find clients, close clients, retain clients - and convince clients to make the right financial choices.This groundbreaking book was the first to integrate investment strategies with selling strategies exclusively targeted to financial professionals. Now - it's thoroughly updated, revised, and reworked to meet the needs of today's time-pressed professionals. Expanding on key issues, while weaving in new areas of concern - Korn presents a comprehensive program for winning.Learn to master every method needed to perfect your 'selling" skills - even if selling does not come naturally to you. You'll find.- 4 ways to get past 'No"- 11 top resources for finding prospects- 3 magic words to increase your sales power & income - instantly- Selling phrases - for everything from stocks, index funds & annuities to 529 plans- Closing techniques - and scripts - for every situation- How to heat up 'Cold Calls" and warm up prospects.Plus - methods for developing proper asset allocation strategies - and convincing clients to embrace them. Yes, there still is an 'art" to selling intangibles. Now - master the art yourself - with the proven methods featured in this new work.
Author: LeRoy Gross
Publisher: Prentice Hall
ISBN: 9780130487865
Category : Brokers
Languages : en
Pages : 314
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Book Description
Author: Abbott P. Smith
Publisher:
ISBN:
Category : Selling
Languages : en
Pages : 168
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Book Description
Author: Michelle Miller
Publisher: Independently Published
ISBN:
Category :
Languages : en
Pages : 108
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Book Description
I wholeheartedly agree with Meera Kothand. Just a few additional points I might add: One thing that makes it seem easier to sell tangible goods is the ability of a seller to give the buyer a sensory experience. You can touch, feel, experience the product and begin to sell yourself on it. It's why salespeople at auto dealerships are so keen on getting you behind the wheel for a test drive. But some sellers over-rely on the product, then, to sell itself. They don't personalize the benefits or help make the connection that will be of value to the buyer. Take away the tangible. and these same sellers suddenly have to depend on their own ability to describe and magnify value. Some can and some cannot. When selling intangibles, you have to be a good storyteller so your buyer can visualize the experience that they can't physically have. You have to demonstrate value in a way that isn't experiential. When selling tangibles, you should be using this same approach to personalize the experience and magnify the value. Instead of thinking one or the other of those pairs will be easier, consider the following: What is the length of the usual sales cycle for each -- does one seem "too long" to you? Which interests you the most, which do you like to talk about? The reason I suggest considering the above is that all of those are "easy" to sell when you like what you're selling and can live with the length of the sales cycle.
Author: Abbott P. Smith
Publisher:
ISBN:
Category : Business & Economics
Languages : en
Pages : 236
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Book Description
Author: Dino Bertucci
Publisher:
ISBN:
Category :
Languages : en
Pages : 174
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Book Description
Author: ELMER G. LETERMAN
Publisher:
ISBN:
Category :
Languages : en
Pages : 260
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Book Description
Author: Matt Oechsli
Publisher: John Wiley & Sons
ISBN: 1118040368
Category : Business & Economics
Languages : en
Pages : 218
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Book Description
This insightful book shows salespeople how to meet the needs of affluent clients from the initial contact, to the sales presentation, to providing the level of service and quality they expect, to securing them as long-term customers. Based on extensive research of the buying patterns and expectations of the wealthy, this step-by-step sales guide reveals the secrets of attracting and keeping wealthy clients for life, boosting sales and repeat business. The Art of Selling to the Affluent is also a crash course in the world of the wealthy, giving you the understanding you need to satisfy and retain these profitable top-dollar clients.
Author: Michael Lewis
Publisher: W. W. Norton & Company
ISBN: 0393066231
Category : Sports & Recreation
Languages : en
Pages : 337
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Book Description
Michael Lewis’s instant classic may be “the most influential book on sports ever written” (People), but “you need know absolutely nothing about baseball to appreciate the wit, snap, economy and incisiveness of [Lewis’s] thoughts about it” (Janet Maslin, New York Times). One of GQ's 50 Best Books of Literary Journalism of the 21st Century Just before the 2002 season opens, the Oakland Athletics must relinquish its three most prominent (and expensive) players and is written off by just about everyone—but then comes roaring back to challenge the American League record for consecutive wins. How did one of the poorest teams in baseball win so many games? In a quest to discover the answer, Michael Lewis delivers not only “the single most influential baseball book ever” (Rob Neyer, Slate) but also what “may be the best book ever written on business” (Weekly Standard). Lewis first looks to all the logical places—the front offices of major league teams, the coaches, the minds of brilliant players—but discovers the real jackpot is a cache of numbers?numbers!?collected over the years by a strange brotherhood of amateur baseball enthusiasts: software engineers, statisticians, Wall Street analysts, lawyers, and physics professors. What these numbers prove is that the traditional yardsticks of success for players and teams are fatally flawed. Even the box score misleads us by ignoring the crucial importance of the humble base-on-balls. This information had been around for years, and nobody inside Major League Baseball paid it any mind. And then came Billy Beane, general manager of the Oakland Athletics. He paid attention to those numbers?with the second-lowest payroll in baseball at his disposal he had to?to conduct an astonishing experiment in finding and fielding a team that nobody else wanted. In a narrative full of fabulous characters and brilliant excursions into the unexpected, Michael Lewis shows us how and why the new baseball knowledge works. He also sets up a sly and hilarious morality tale: Big Money, like Goliath, is always supposed to win . . . how can we not cheer for David?
