One Hundred One Tips for Selling Financial Services

One Hundred One Tips for Selling Financial Services

by Linda Richardson
     
 

Written by a nationally known sales trainer, this compact guide to selling financial products and services addresses 101 common situations that cause trouble for sales representatives. Each trap is described in depth, with specific examples that show how to turn the trap into an opportunity. New sales people, seasoned reps, and trainers and sales managers in

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Overview

Written by a nationally known sales trainer, this compact guide to selling financial products and services addresses 101 common situations that cause trouble for sales representatives. Each trap is described in depth, with specific examples that show how to turn the trap into an opportunity. New sales people, seasoned reps, and trainers and sales managers in banking, brokerage, insurance, and related fields who must adapt to a more aggressive marketing environment will find over a hundred guidelines and pointers for increasing productivity, and specific techniques for handling objections, mastering the ''incremental'' close, increasing self-awareness—even obtaining valuable ''intelligence'' from clients and competitors.

Product Details

ISBN-13:
9780471834571
Publisher:
Wiley
Publication date:
01/17/1986
Pages:
152
Product dimensions:
5.71(w) x 8.86(h) x 0.79(d)

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