Financial Services Sales Handbook, livre ebook

The Financial Services Sales Handbook, Second Edition: A Professional's Guide to Becoming a Top Producer is an essential roadmap for financial professionals. This second edition highlights the evolving landscape of financial services sales, including the rise of digital communication, virtual networking, and the importance of a client-centric approach in today's competitive market.

Designed for both seasoned professionals and newcomers this handbook provides actionable strategies to master the art of selling financial services sales.

Key features include:

• Build and maintain a robust sales pipeline while fostering long-term client relationships.
• Position yourself as a trusted advisor with tailored value propositions and effective cross-selling strategies.
• Align your sales tactics with client needs to drive organic growth and build loyalty.

Packed with insights and tools, this handbook equips you to excel in a competitive environment.

Acknowledgments (p. xi)
Introduction (p. xiii)
Part 1 Laying the Foundation (p. 1)
Chapter 1 Creating the Pathway: Where Are You Heading? (p. 3)
Chapter 2 Pinpointing Your Natural Market: Telling Everyone You Know (p. 17)
Chapter 3 Preparing to Sell: Positioning Your Value and Expertise (p. 27)
Part 2 Getting More From Existing Clients (p. 35)
Chapter 4 Leveraging Clients to Get New Ones: Harnessing the Power of Referrals (p. 35)
Chapter 5 Cross-Selling: Unlocking the Full Potential of Your Clients (p. 53)
Chapter 6 Social Media: Filling Your Sales Pipeline Efficiently (p. 67)
Part 3 Acquiring New Business (p. 77)
Chapter 7 Prospecting: Filling Your Sales Pipeline (p. 79)
Chapter 8 Attraction Marketing: Getting Prospects to Come to You (p. 97)
Chapter 9 Targeting Marketing: Gaining Market Share From a Competitor (p. 113)
Chapter 10 The Meeting: Turning Prospects Into Clients (p. 123)
Part 4 Accelerating Growth (p. 135)
Chapter 11 Content Marketing: Using Your Knowledge and Expertise (p. 137)
Chapter 12 Personal Planning: Turning Your Plans Into Reality (p. 145)
Resources (p. 165)
Additional Reading List (p. 171)
Additional Articles (p. 175)
The 80 Percent Solution to Growing Your Business (p. 179)
Networking Bonus Material (p. 181)
How to Ask for Referrals at Every Touch: Without Being Too Direct (p. 183)
Glossary (p. 187)
About the Author (p. 191)
Index (p. 193)