22 Keys to Sales Success: How to Make It Big in Financial Services

by James M. Benson, Paul Karasik

In the past few years, the financial industry has undergone dynamic structural changes that have deeply affected the sales process. Bruised by market volatility, today's consumer is skeptical and demands more for less. A business needs fresh approaches to sell in today's tough marketplace. Here are the 22 Keys that can help any financial professional make more money, work less, and maximize his potential. Industry leaders James Benson and Paul Karasik combine their personal experience with the shared wisdom of the masters. Each key contains proven, actionable sales guidelines, Whether a company has been in business for years or is just beginning, each key will unlock a new door on the path to sales success.

224 pages, Hardcover

First published April 28, 2004

Reviews

[Bader Alrasheed · Rating 3 out of 5]

Great insights, a good summary of the key sales skills and effective mindset. Serves as a good refresher but doesn't necessarily offer novel ideas in sales.

[Steve Thomas · Rating 3 out of 5]

Solid book. Seems a bit oversimplified at some points, but I think it's really more of a case of a book that's written well and without unnecessary jargon. There is good advice on how to sell in this book, ranging from how to distinguish between customers and clients to psychological battles with clients such as getting them to say yes and overcoming objections.

Selling is something that we do everyday without thinking about it, whether your selling yourself at a job interview or literally selling something, and this book has value whether or not you are selling financial products.