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In their previous book, The Financial Professional’s Guide to Persuading 1 to 1,000, communications specialists Mitch Anthony and Gary DeMoss taught professionals in the financial services industry proven strategies for delivering “can’t miss” presentations about products and services. In this latest book, they take those ideas one step further, teaching the skills that every sales ...
In their previous book, The Financial Professional’s Guide to Persuading 1 to 1,000, communications specialists Mitch Anthony and Gary DeMoss taught professionals in the financial services industry proven strategies for delivering “can’t miss” presentations about products and services. In this latest book, they take those ideas one step further, teaching the skills that every sales professional needs to know to build a deeper level of trust with clients.
After using the invaluable techniques demonstrated in Making the Client Connection, you’ll be able to:
• Meet, greet and treat your clients in ways that will make them instantly trust you.
• Use your emotional intelligence to your best advantage.
• Become a better observer of personality and use that understanding to increase your sales.
• Negotiate compromises and resolve conflicts instantly.
• Polish your sales presentation skills to grab the attention of your audience.
With this guide, you’ll never miss another opportunity to determine and deliver exactly what your clients want—ultimately turning a simple introduction into a long-lasting and profitable association.
|Part 1||Making Personal Connections|
|1.||How Sales Professionals Make the World Go Round: "From a Box of Soap to a Soapbox"||3|
|2.||How to Meet, Greet, and Treat Your Clients: Understanding the Dynamics of Charisma||13|
|3.||The Emotionally Intelligent Financial Professional||23|
|4.||Moving from Me to We||37|
|5.||Understanding Personality DNA||53|
|Part 2||Making the Personality Connection|
|6.||You Have to Read Them before You Can Lead Them: Understanding Personality Signals||67|
|7.||Keys to Connecting with Personalities||79|
|8.||Pushing the Right Buttons||93|
|9.||Turning Conflict into Opportunity||99|
|10.||Connecting in Conflict||109|
|Part 3||Connecting with the Individual|
|11.||The Human Drama: Act I--Revealing the Characters and Dramas||123|
|12.||The Human Drama: Act II--Addressing the Dramas||133|
|13.||Act III--Resolving the Conflicts: Moving from Agreement to Action||143|
|14.||The Power of a Story||151|
|Part 4||Connecting with Dynamic Presentations|
|15.||Cornerstone #1 of Dynamic Presenting: Convicted and Convincing||167|
|16.||Cornerstone #2 of Dynamic Presenting: Prepared for Battle||177|
|17.||Cornerstone #3 of Dynamic Presenting: Having a Flight Plan||189|
|18.||Cornerstone #4 of Dynamic Presenting: Deliver with Style||199|
|Part 5||Connecting with the Crowd|
|19.||Know Thy Audience||211|
|20.||Mistakes Speakers Make and How to Avoid Them||217|
|21.||Setting the Hook||227|
|22.||In the Palm of Your Hand: The Dynamics of Connecting with the Masses and Moving Past Fear||235|