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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: Marketplace Books
ISBN: 9781592800681
Category : Business & Economics
Languages : en
Pages : 308
Get Book
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 Press
ISBN:
Category : Brokers
Languages : en
Pages : 292
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Book Description
Author: LeRoy Gross
Publisher: Prentice Hall
ISBN: 9780130487865
Category : Brokers
Languages : en
Pages : 314
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Book Description
Author: ELMER G. LETERMAN
Publisher:
ISBN:
Category :
Languages : en
Pages : 260
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Book Description
Author: Oliver Payne
Publisher: Routledge
ISBN: 1136328572
Category : Business & Economics
Languages : en
Pages : 194
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Book Description
What is the answer to inspiring sustainable behaviour? It starts with a question – or nineteen. With this simple and inspiring guide you'll learn how to ask for persistent, pervasive, and near-costless change by uncovering our hidden quirks, judgmental biases, and apparent irrationalities. The only change you'll need to make is how you ask. Businesses, larger or small, will soon have to cut costs and cut carbon, irrespective of the products they sell, or the services they perform. National government has structural policy and legislative needs, and local government has implementation and documentation needs. Indeed, the new UK government coalition’s approach to transport is simply ‘cut costs and cut carbon’. Set against this there is an increasing sense that popular culture and popular science are congregating around a desire to understand who we are and how we behave. The recent rise of behavioural economics is a testament to this as well as the relevance of environmental psychology. Allied to this is a sense that big business is forging ahead with plans to account for and mitigate carbon emissions without the marketing and communications departments being able to help or communicate this effectively either through their own efforts or those of their communication agencies. The ‘19 Different Ways to Ask for Change’ offer a solution to all these needs by pulling them together and showing that changing how we ask is near-costless, but its effects could be near-priceless. This book shows that simplification isn’t always the solution, an action can be the most successful question, and a default answer can be the most important. It explores why short-term memory tasks change our behaviour, how singing roads regulate speed, and that commitment gaps change outcomes; how our worry-profile is the same as an Argentinean farmer's, why knowledge of what kills you is irrelevant but asking about behaviour that kills is deadly, and what a chimpanzee’s tea-party tells us about the effect of ownership on decision-making. This timely book will be of great value to scholars and practitioners whose work relates to reducing carbon emissions with a particular emphasis on environmental psychology, behavioural economics, project design, and psychology. It offers practical solutions for policy makers and professionals in marketing and communications departments.
Author: Tim Connor
Publisher: Sourcebooks, Inc.
ISBN: 1402214901
Category : Business & Economics
Languages : en
Pages : 245
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Book Description
Everyone sells every day--themselves, their ideas, their products or services. Soft Sell provides a new approach to selling...one that stresses motivation, communication, relationship-building and self-image psychology to power-boost you to personal sales success! Soft Sell gives you: --An in-depth, self-analysis questionnaire to get you started --Exercises to expand your possibilities and help rid yourself of imaginary ceilings and self-imposed limitations --The 20 qualities found in the most successful salespeople--with a scale for you to evaluate and grade yourself --Simple ways to get out of a sales slump --17 principles for personal achievement And Soft Sell explains: --Sales objections--what they actually mean and how to overcome them --Attitude--how to really increase your success --Prospecting--how to discover the prospect's dominant buying motive --The sales interview--get your prospect to tell you how to sell to him or her --Service--building customer support and loyalty to increase repeat business
Author: James L. Horton
Publisher: Bloomsbury Publishing USA
ISBN: 0313035865
Category : Business & Economics
Languages : en
Pages : 337
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Book Description
Seldom does a work on corporate communications take such a radical economic approach to the topic. Horton integrates corporate communications cost-effectively into all business activity and presents a new way to look at corporate communications as a force behind all business disciplines. He describes and reviews external and internal communication; examines human behavior in communicating; reviews corporate communication structure; and analyzes messages and media and shows how to get started toward cost-effective corporate communication. In 11 chapters, the book presents a look at corporate communications based on economic principles. Separate chapters examine the business environment and communication; corporate communication and strategy and reputation; corporate communication and the individual; corporate communication and messages; corporate communication and media; corporate communication and measurement; and corporate communication and business structure. A major resource for senior managers, strategists, and other communications specialists.
Author: Meir Statman
Publisher: Oxford University Press
ISBN: 0190626488
Category : Business & Economics
Languages : en
Pages : 396
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Book Description
Finance for Normal People teaches behavioral finance to people like you and me - normal people, neither rational nor irrational. We are consumers, savers, investors, and managers - corporate managers, money managers, financial advisers, and all other financial professionals. The book guides us to know our wants-including hope for riches, protection from poverty, caring for family, sincere social responsibility and high social status. It teaches financial facts and human behavior, including making cognitive and emotional shortcuts and avoiding cognitive and emotional errors such as overconfidence, hindsight, exaggerated fear, and unrealistic hope. And it guides us to banish ignorance, gain knowledge, and increase the ratio of smart to foolish behavior on our way to what we want. These lessons of behavioral finance draw on what we know about us-normal people-including our wants, cognition, and emotions. And they draw on the roles of these factors in saving and spending, portfolio construction, returns we can expect from our investments, and whether we can hope to beat the market. Meir Statman, a founder of behavioral finance, draws on his extensive research and the research of many others to build a unified structure of behavioral finance. Its foundation blocks include normal behavior, behavioral portfolio theory, behavioral life-cycle theory, behavioral asset pricing theory, and behavioral market efficiency.
Author: Poitras Geoffrey
Publisher: World Scientific Publishing Company
ISBN: 9813107812
Category : Business & Economics
Languages : en
Pages : 764
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Book Description
This book provides a comprehensive and rigorous treatment of academic and practitioner approaches to equity security valuation. Guided by historical and philosophical insights, conventional academic wisdom surrounding the ergodic properties of stochastic processes is challenged. In addition, the implications of a general stochastic interpretation of equity security valuation are provided. Valuation of Equity Securities will also be a good reference source for students and professionals interested in the theoretical and practical applications of equity securities.
Author: Jean L. P. Brunel
Publisher: Euromoney Books
ISBN: 9781843742661
Category : Business & Economics
Languages : en
Pages : 440
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Book Description
This book is an examination of the management of portfolios of high net worth individuals (HNWIs). Jean L.P. Brunel identifies the factors which demand a different approach from that of traditional portfolio management strategy. He suggests a new approach to wealth management, proposing practical steps which will take you beyond the role of portfolio manager to that of "wealth manager". Punctuated by examples and case histories from the author's extensive experience, the book examines each aspect of wealth management in detail, such as the importance of investor psychology; how to maximize tax efficiency including a tax-efficient portfolio construction model; the implications of multiple asset locations; capital market opportunities and forecasting; strategic asset allocation; the importance of manager selection; and the multimanager approach. This ground-breaking book should show you the route to a more effective wealth management strategy. By understanding the needs of the individual investor, maximizing the tax efficiencies and applying a fully integrated approach you can become a successful "wealth manager." -- Publisher description.
