How to Master the Art of Selling Financial Services

How to Master the Art of Selling Financial Services

by Tom Hopkins


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Whether you’re a financial services expert or novice, you understand the business. You’ve worked hard to gain your product knowledge. You watch industry trends. But, do you know how to talk to clients so they’ll listen?

The Art of Selling Financial Services depends upon the collaboration of listing and understandably communicating to clients. Learning how to quickly gain the trust of others, get them to like you, take your advice, and become long-term clients is the foundation for every successful business.

Tom Hopkins has been training in the financial services industry since 1990 and he has developed methods to help you communicate to your clients and you understand what your clients want from you. Once you know what clients want, you can learn how to provide it! Financial services representatives have turned to Tom Hopkins for years for his proven-effective, professional selling strategies which have helped them learn how to help more of their clients make financial planning decisions. How to Master the Art of Selling Financial Services , will help you:

  • Learn effective ways to talk with clients and calm their fears
  • Ask the right questions to get clients talking about their needs
  • Implement client feedback so that you can provide your best service
  • Increase your sales ratios with closing strategies that make sense to your clients
  • Grow your business with powerful, yet simple referral strategies

Tom Hopkins’ methods will teach you how to master the art of selling financial services more effectively and efficiently than ever before!

Product Details

ISBN-13: 9781613398036
Publisher: Made For Success Publishing
Publication date: 02/01/2016
Pages: 196
Sales rank: 204,948
Product dimensions: 6.00(w) x 8.90(h) x 0.50(d)

About the Author

Tom Hopkins is world-renowned as The Builder of Sales Champions. His selling skills and sales strategies have helped millions of sales professionals and business owners in industries from A to Z to serve more clients, make more sales and earn millions in income.

Tom got his start in real estate sales when he was just 19 years of age. After an initial period of abject failure, he started learning the communication skills that made him the #1 real estate agent in the US within 7 years.

Since 1976 he has been teaching others his simple, yet powerful strategies and tactics through live events, books, CDs and video.

His client list includes the likes of AFLAC, 24 Hour Fitness, Best Buy, State Farm Insurance, and many others. He also offers live public seminars in cities throughout the world.

Tom has authored 18 books including: How to Master the Art of Selling, Selling for Dummies and his latest release, When Buyers Say No.

Table of Contents

About the Author iii

Acknowledgements v

Introduction ix

Chapter 1 Mentally Preparing for Sales Success 1

Chapter 2 Prospecting-Finding the People to Sell 17

Chapter 3 Sales Readiness 29

Chapter 4 Original Contact-Introducing Yourself to Your Next Sale 49

Chapter 5 Your Questions + Their Answers = A Win/Win Scenario 69

Chapter 6 Qualification-A Match Made in Heaven? 77

Chapter 7 Before You Present, Think! 89

Chapter 8 Presentation-This is Who I Am, What I've Done and What I Can Do For You 99

Chapter 9 Addressing Concerns 117

Chapter 10 Closing: One Door Never Closes without another Opening 131

Chapter 11 Getting Your Next Client from Your Last Client 147

Chapter 12 Attitude Makes or Breaks You, Your Career and Your Future 161

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