| Document Type
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BL
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| Record Number
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965672
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| Doc. No
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b720042
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| Main Entry
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Benson, James M.
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| Title & Author
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22 keys to sales success : : how to make it big in financial services /\ James M. Benson, Paul Karasik.
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| Edition Statement
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1st ed.
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| Publication Statement
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Princeton :: Bloomberg Press,, ©2004.
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| Page. NO
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1 online resource (xi, 203 pages) :: illustrations
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| ISBN
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1417543957
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: 9781417543953
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1576601498
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| Contents
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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.
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| Abstract
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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. You need 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 their potential.
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| Subject
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Brokers-- Vocational guidance.
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Cross-selling financial services.
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Relationship banking.
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Brokers-- Vocational guidance.
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| Subject
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BUSINESS ECONOMICS-- Banks Banking.
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Cross-selling financial services.
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Relationship banking.
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| Subject
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Brokers-- Vocational guidance.
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| Subject
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Cross-selling financial services.
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| Subject
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Relationship banking.
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| Dewey Classification
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332.1/068/8
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| LC Classification
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HG1616.M3B44 2004eb
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| NLM classification
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F831. 2clc
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| Added Entry
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Karasik, Paul,1947-
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| Parallel Title
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Twenty-two keys to sales success
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