How to Master the Art of Selling Financial Services

by Tom Hopkins, Jason Lewis (Illustrator), Judy Slack (Editor)

Financial Services representatives have turned to Tom Hopkins for years. His proven-effective, professional selling strategies have helped them learn how to help more of their clients make financial planning decisions. If you represent any type of financial product, this book will help you make more sales. . Learn effective ways to talk with clients and calm their fears. . Ask the right questions to get them talking about their needs so you can provide your best service. . Increase your sales ratios with closing strategies that just make sense to your clients. . Grow your business with powerful, yet simple referral strategies. The companies you represent may provide excellent product knowledge, but Tom Hopkins will teach you how to sell those products more effectively and efficiently than ever before!

Genres: Finance, Audiobook

174 pages, Hardcover

First published June 1, 2009

Reviews

[Tim Plett]

This is a must read for anyone wanting to building a career in financial services.
Hopkins is a master salesman who is passing those skills on. This book is based on a principles that sales is an honourable and profitable occupation anybody can become good at if they're willing to learn.

[Shawn]

This is really just a rehash of his previous books, just tinkered down to show usefulness for those selling financial services like myself. Felt like I wanted my money back from this but provided it a 3 star review based on those FEW who are unfamiliar with Tom Hopkins will get some insight from this book.

[Mauricio Chirino]

While the book is really dated with the vast majority of its real life examples and use cases, I still think core principles in it holds their currency which are:

- Never sell a product or a service you don't truly believe in
- Research extensively both your client as well as the service product your providing in other to be prepared for objections and find opportunities
- Empathy above all things. If your clients are happy, you're happy. So make sure you offer the right product to serve their at the right time.
- Set GOALS: "the average people want things, not goals because if the set a goal then it means they have to commit. And if they commit, it means they may have to do things they don't want to"

[Maramis]

From what I can tell, this is audio for a seminar he held for finance and insurance professionals. I would recommend reading his original How to Master the Art of Selling, but this is a good recap of the main points

[Ernest Wolfe]

This guy's obnoxious. Maybe I'd have more patience if I were in a selling mindset.

[Carl Brien]

This book is a must for the people delivering financial services. Another gem from Tom Hopkins. Highly recommended.

[Jessica Overstreet]

Very similar to his master the art of selling, however he did have good points specific to the financial services side.

[Brian]

Not great, didn't learn much from this book. Gave some basic selling techniques, but mostly everything revolved around staying positive - from the way you look, act, frame questions and responses, etc.

[Gordon]

As in his other books T. Hopkins gives you a simple plan to follow to help you lead your client to the best choice for them. It's not about selling it's about educating the client so that they understand the benefit's they'll receive by purchasing the product you are offering.

[Arniel]

From what I can tell, this is audio for a seminar he held for finance and insurance professionals. I would recommend reading his original How to Master the Art of Selling, but this is a good recap of the main points