Research Catalog
22 keys to sales success : how to make it big in financial services
- Title
- 22 keys to sales success : how to make it big in financial services / James M. Benson, Paul Karasik.
- Author
- Benson, James M.
- Publication
- Princeton : Bloomberg Press, c2004.
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| Status | Format | Access | Call Number | Item Location |
|---|---|---|---|---|
| Text | Request in advance | JBE 04-1251 | Offsite |
Details
- Additional Authors
- Karasik, Paul, 1947-
- Description
- xi, 203 p. : ill.; 24 cm.
- Alternative Title
- Twenty-two keys to sales success
- Subject
- Contents
- Take control of the sale -- Focus on clients, not compensation -- Position with mission -- Go long and deep -- You've got to believe -- Don't be afraid to walk away -- Give them something to say "yes" to -- Develop a marketing plan -- Follow the 60-20-20 rule -- Automate your sales process -- Open the Johari window -- Market yourself as the expert -- Generate new business opportunities with existing clients -- Master the art of communication -- Demand objections -- Always be closing -- Be your own sales manager -- Cultivate your referrals -- Create your compelling vision -- Close more sales with scripting -- Make them love you -- Energize your success.
- Call Number
- JBE 04-1251
- ISBN
- 1576601498 (alk. paper)
- LCCN
- 2003028159
- OCLC
- 53971762
- Author
- Benson, James M.
- Title
- 22 keys to sales success : how to make it big in financial services / James M. Benson, Paul Karasik.
- Imprint
- Princeton : Bloomberg Press, c2004.
- Edition
- 1st ed.
- Connect to:
- Added Author
- Karasik, Paul, 1947-
- Research Call Number
- JBE 04-1251