Advisor Selling Download Ebook PDF Epub Online

Author : Mark Hunter
Matthew Hudson
Publisher : Createspace Independent Publishing Platform
Release : 2016-12-12
Page : 160
Category :
ISBN 13 : 9781541094697
Description :


In this 2nd edition of the book, Matt focuses on the post-digital world driven by technology where power shifts to the buyer. Chances are when you arrive for the sales meeting, the prospect already knows more about you than you do about them. However, with technology comes opportunity. Today's buyer is overwhelmed with data and information and they need help - they need a trusted advisor. Trusted advisors: Get to "yes" faster Keep their products sold Stay embedded during the "budget" cuts Have more referrals Have higher customer satisfaction In this book, you will learn from the years of research, observation and personal experiences of Matthew Hudson and Mark Hunter. They have spent decades immersed in the sales industry and have taught the concepts in this book to companies with amazing results. If you follow the principles outlined here, you will get more than a sale. You also will get trusted advisor status.


Author : Scott West
Mitch Anthony
Publisher : Kaplan Trade
Release : 2000-01-12
Page : 256
Category : Business & Economics
ISBN 13 : 9780793136643
Description :


Learn what makes a client trust you to be their financial advisor. Put the power of story telling into selling financial products. The authors explain the process of making these intuitive connections, then translate their findings into understandable and practical strategies that any financial professional can use. They present actual stories, including many by Warren Buffet, one of the greatest "storysellers" of all time. These actual stories can help financial pros tap into the "gut reaction" of different types of clients. the book also includes special topics on communicating to women, the 50+ market, and the affluent.


Author : Nick Kane
Justin Zappulla
Publisher : John Wiley & Sons
Release : 2015-09-28
Page : 224
Category : Business & Economics
ISBN 13 : 1119052580
Description :


Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.


Author : David Grau, Sr.
Publisher : John Wiley & Sons
Release : 2016-08-22
Page : 320
Category : Business & Economics
ISBN 13 : 1119207371
Description :


The Authoritative M&A Guide for Financial Advisors Buying, Selling, & Valuing Financial Practices shows you how to complete a sale or acquisition of a financial advisory practice and have both the buyer and seller walk away with the best possible terms. From the first pages of this unique book, buyers and sellers and merger partners will find detailed information that separately addresses each of their needs, issues and concerns. From bestselling author and industry influencer David Grau Sr. JD, this masterful guide takes you from the important basics of valuation to the finer points of deal structuring, due diligence, and legal matters, with a depth of coverage and strategic guidance that puts you in another league when you enter the M&A space. Complete with valuable tools, worksheets, and checklists on a companion website, no other resource enables you to: Master the concepts of value and valuation and take this issue “off the table” early in the negotiation process Utilize advanced deal structuring techniques including seller and bank financing strategies Understand how to acquire a book, practice or business based on how it was built, and what it is capable of delivering in the years to come Navigate the complexities of this highly-regulated profession to achieve consistently great results whether buying, selling, or merging Buying, Selling, & Valuing Financial Practices will ensure that you manage your M&A transaction properly and professionally, aided with the most powerful set of tools available anywhere in the industry, all designed to create a transaction where everyone wins—buyer, seller, and clients.


Author : Harry Beckwith
Publisher : Grand Central Publishing
Release : 1999-06-14
Page : 272
Category : Business & Economics
ISBN 13 : 0446930032
Description :


SELLING THE INVISIBLE is a succinct and often entertaining look at the unique characteristics of services and their prospects, and how any service, from a home-based consultancy to a multinational brokerage, can turn more prospects into clients and keep them. SELLING THE INVISIBLE covers service marketing from start to finish. Filled with wonderful insights and written in a roll-up-your-sleeves, jargon-free, accessible style, such as: Greatness May Get You Nowhere Focus Groups Don'ts The More You Say, the Less People Hear & Seeing the Forest Around the Falling Trees.


Author : Liz Davidson
Publisher : HMH
Release : 2016-01-05
Page : 256
Category : Business & Economics
ISBN 13 : 0544633342
Description :


Protect your money with this “accessible and practical” guide to hiring and working with financial advisors (Publishers Weekly, starred review). Hiring a trained expert to safeguard and grow your wealth seems like a foolproof decision, but it can go awry for many people. You should never blindly trust that your advisor has your best interests at heart—and while there are many benefits to working with a financial pro, there are some things you should know first. Drawing on her insider’s knowledge of how the financial advice profession really works, Liz Davidson shows how to judge whether an advisor is going to help or harm your savings. This no-nonsense guide covers questions such as: How should you decide if you really need an advisor? What financial moves can you make without their help? What important questions should you ask before trusting them with your money? What are the red flags you should run from? What does all their jargon really mean? Learn how to take control of your financial well-being—either with a financial advisor or without one. “This book is mandatory reading for anyone who wants a better understanding of how to manage their money.” —Mary Beth Franklin, InvestmentNews “Valuable tools for managing one’s personal finances for maximum results.” —Publishers Weekly, starred review


Author : Neil Rackham
Publisher : Routledge
Release : 2020-04-28
Page : 256
Category : Business & Economics
ISBN 13 : 1000154572
Description :


True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.


Author : Steven D. Lockshin
Publisher : John Wiley & Sons
Release : 2013-09-03
Page : 272
Category : Business & Economics
ISBN 13 : 1118700732
Description :


Describes how technology is ushering in an automated approach to investing and explains the tools necessary to understand your current investments, plan for long-term goals, reduce debt and allocate assets all without paying a broker or advisor.


Author : Robert McLaughlin
Publisher : Createspace Independent Publishing Platform
Release : 2014-01-20
Page : 90
Category : Business & Economics
ISBN 13 : 9781494886592
Description :


Are you a financial advisor either just starting in the business, or an established advisor who wants to re-energize your marketing? Do you want to specialize in serving a very lucrative and profitable niche? This book will help you get started: - learn from the mistakes of countless advisors, and gain access to the tips and tricks of successful advisors; - decide which lucrative market(s) to target; - create a strategy to market and sell to your chosen markets; - market to a particular niche in an efficient manner; - formulate tactics to give you a step-by-step action plan to achieve your goals; - create a business plan and marketing plan to help you hit your revenue goals; - spend more of your time doing the one thing that is crucial to your success as an FA: selling. The book teaches you the most important items that were skipped in your training as a financial advisor: the proper way to set goals, how to relate goals to the actions that will make you a success, how to choose a market, and how to market to the right people.


Author : Ellen Bessner
Publisher : Babin Bessner Spry Llp
Release : 2018-10-16
Page : 180
Category : Business & Economics
ISBN 13 : 9781775383727
Description :


Advisor at Risk is the complete resource for taking control of risk and securing good business.


Author : Anthony Winston
Publisher : Dorrance Publishing
Release : 2015-12-07
Page : 162
Category : Business & Economics
ISBN 13 : 1480919748
Description :


Why should we strive to become rich? All that becoming rich means is that we want a fuller and more abundant life.” From his opening lines, author Anthony Winston reminds us why we are working. Riches should not mean a fancy haircut or the newest car. True riches mean security and freedom. The only way to obtain, and keep, wealth is through the right mindset and practical steps. Reprogram your mind and understand that you are in control of your life and your wealth. Self-discipline is key. Once you have mastered yourself, you can move on to mastering the other tenets of wealth creation: money and investments, real estate, and owning your business. Filled with practical language and real-life examples, How to Get Ahead in Life: Hidden Secrets of the Rich provides financial motivation for anyone interested in taking control of their money. Wealth is earned and Winston shows you how.


Author : Paul F. Borgese
Publisher : Fear Marketing Group
Release : 2005-06-01
Page : 376
Category : Business & Economics
ISBN 13 : 9781886489134
Description :


Top financial advisors earn big bucks and so have the luxury of hiring staff and investing in sales and marketing systems that keep them winning clients with little effort. But you know if you are starting up as a financial advisor that the going can be rough at first. Recent turnover statistics show that up to 68% of new financial advisors fail within their first year. Why do they fail? Well, whether you are working for a large financial institution or if you are an independent advisor, you basically are running your own small business. You have to brand yourself, market yourself, and sell yourself. Unfortunately, many financial advisors whom we train don't understand that they are in business for themselves. They have little formal sales training and limited marketing knowledge. They don't know how to set up their own sales and marketing systems - but that's exactly what they have to do if they want to survive in today's cut-throat financial services arena. This book includes all the information from the 2nd edition of FEAR Selling plus newly developed strategies, tactics and techniques specially designed for Financial Advisors. FEAR Selling For Financial Advisors covers everything you need to know to be a top producer. Find out how to: keep a steady stream of prospects calling you, target wealthy investor segments, set up a highly leveragable referral system, cold call with confidence, position yourself effectively through your 30-Second Commercial, get your prospects curious enough to invite you in to sell them more, bond quickly through proven trust-building techniques, ask the right questions at the right times to the right people, and tailor your offerings to your prospects sothat they buy now. For more information, go to www.FEARSelling.com.


Author :
Publisher : The ASG Group
Release :
Page :
Category :
ISBN 13 : 1907725024
Description :



Author : Eric Tyson
Ray Brown
Publisher : John Wiley & Sons
Release : 2018-02-12
Page : 384
Category : Business & Economics
ISBN 13 : 1119434319
Description :


Sell your house in any market Whether you're selling your home yourself or using a realtor, this helpful guide offers all the information you need to make an otherwise-stressful undertaking go smoothly. In Selling Your House For Dummies, you'll find plain-English, easy-to-follow information on the latest mortgage application and approval processes, the hottest websites used in the house-selling process, and revised tax laws that affect the housing and real estate markets. From the author team behind America's #1 bestselling real estate book, Home Buying Kit For Dummies, this book offers Eric Tyson and Ray Brown's time-tested advice, recommendations, and strategies for selling your house given current market conditions. From staging your home to utilizing technology to sell your house directly to home buyers, this trusted resource is packed with tips and ideas to make your home the most appealing house on the block. Prepare your property for the best offer Stage and market your house successfully Negotiate and successfully close the sale Make sense of contracts and forms used in the house-selling process Get the tried-and-true advice that will help you sell your property!


Author : Scott Pace
Publisher :
Release : 2014-08-02
Page : 68
Category :
ISBN 13 : 9780692257227
Description :


Cold calling is an essential marketing skill for building any professional advisory practice, but many advisors make the mistake of implementing calling campaigns without the most effective methods needed to secure new business in today's evolving marketplace. In Cold Calling Mastery, you will learn: · How to build rapport faster than you ever thought possible. · How to communicate your value and benefits in a matter of seconds. · How to stay relevant and follow up with prospects, plus thoughts on frequency and strategy. · The winner's mindset that you must have to be successful. · Scripts and dialogue, from development to delivery. · How to handle objections. · The best way to create and manage a pipeline. In this book, Scott Pace shares the techniques he perfected during his celebrated sales career of over two decades on Wall Street and Main Street. It is a must-have for professional advisors in financial services, insurance, or accounting. Whether you're a new advisor or a seasoned veteran, Cold Calling Mastery will help you develop the advisory practice of your dreams.


Author : Ray LeVitre
Publisher : Sourcebooks, Inc.
Release : 2014-01-14
Page : 384
Category : Business & Economics
ISBN 13 : 1402296770
Description :


You're in Control of Your Retirement Future Inside are twenty major financial decisions that could profoundly impact your lifestyle over the next forty years. For many retirees, these decisions come as a surprise and must be made hastily without proper consultation. But by reading the expert, commission-free advice in this fully revised and updated edition, you'll learn how to manage your assets and prepare for the best possible retirement. •Do I have enough money to retire now? •How will I cover my medical expenses during retirement? •When should I begin taking Social Security? •How much should I invest in stocks, bonds, and cash? •What criteria should I use to identify the best investments? •Should I cancel my life insurance policy? •Should I pay off my mortgage at retirement?


Author : Nicholas A. C. Read
Stephen J. Bistritz
Publisher : McGraw Hill Professional
Release : 2009-09-25
Page : 240
Category : Business & Economics
ISBN 13 : 0071634630
Description :


It’s the goal of every salesperson: getting access to senior client executives—the C-Level decision makers responsible for approving top-dollar deals. Selling to the C-Suite is the first book that reveals how to land those career-making sales in the words of CEOs themselves! With 60 years of combined experience selling to corporations around the world, Nicholas A.C. Read and Stephen J. Bistritz , Ed.D., conducted in-depth interviews with executive- level decision makers of more than 500 organizations. One thing they learned might surprise you: leaders at the highest corporate levels don’t avoid sales pitches; in fact, they welcome them—provided the salesperson approaches them the right way. Inside this invaluable book, CEOs reveal exactly which sales techniques they find most effective, as well as those you should avoid. Selling to the C-Suite provides all the insight you need to: Gain access to executives Establish trust and credibility Leverage relationships Create value at the executive level It also reveals when executives personally enter the buying process and sheds light on what role they play. Selling to the C-Suite provides field-tested techniques to put you well ahead of thecompetition when it comes to making those multimillion-dollar sales you never thought possible.


Author : Bob Reby
Gregg Ruais
Publisher : Greenleaf Book Group
Release : 2017-08-03
Page : 208
Category : Business & Economics
ISBN 13 : 1632991268
Description :


Wealth Is More than Money ​For most people, the word wealth conjures images of material possessions and luxury: fancy jewelry, exotic automobiles, opulent living quarters, and vacations in Southern France. To become wealthy is the pinnacle of the iconic American Dream. When you can afford the best of everything you want, you get to live happily ever after . . . That may be the traditional vision of wealth, but it is not most people’s experience. Drawing on over twenty years of experience as a Certified Financial Planner, author Bob Reby explores the idea that wealth means different things to different people. Your health, relationships, and family are all components of wealth, and your financial plan should be in line with those values. Wealth Redefined will help you find your unique version of financial independence and live happily ever after.


Author : Gary LaRosa
Publisher : Jones & Bartlett Learning
Release : 2019-01-18
Page : 212
Category : Transportation
ISBN 13 : 1284145840
Description :


In 'Service Advising and Management', students gain the communication, customer service, and automotive knowledge they need to balance competing demands from customers, technicians, and shop management to become successful service advisors.


Author : Stephen D. Gresham
Publisher : John Wiley & Sons
Release : 2011-01-06
Page : 384
Category : Business & Economics
ISBN 13 : 9781118044957
Description :


"The Age Wave of retiring baby boomers is creating a seismic bonanza for financial advisors--if they can provide the kinds of creative and flexible strategies their clients will be wanting and needing. Steve Gresham provides the solid, imaginative, yet practical guidance needed to build winning strategies to meet the needs of a new generation of investors. I have long respected his work and heartily recommend this book." --Ken Dychtwald, PhD, founder and CEO, Age Wave, and author of Age Wave, Age Power,The Power Years, and Workforce Crisis "Steve Gresham showed us in The Managed Account Handbook that the basics to asuccessful advisor do not differ from one country to another. In this book, he is expanding his horizon with his extensive experiences to further help you to develop the skills for building a devoted client base. This is the must-read book for all who want to succeed in the financial advisory industry." --Toshiya ShimizuPresident and CEO, Nikko Cordial Advisors Ltd. "For thirty years, advisors have been using wealth accumulation as their main sales weapon. With the boomers entering retirement, all that's out the window. Now the imperatives are income distribution, planning--making sure the investor does not run out of money. In Steve's newest book, he does an excellent job of walking advisors through this change and showing them how to alter their practices to not only survive but thrive. This is a must-read for any advisor who still wants to be in the business in ten years." --Len Reinhartfounder and President, Lockwood Advisors? "For over thirty years, I have sought advice from industry experts who can help me grow and optimize my practice. Steve Gresham's advice is always of interest to me--he is always right there on the cutting edge." --John Rafal, President, Essex Financial ServicesRegistered Rep.'s Top 50 Financial Advisor for 2006 and Barron's Top 100 Financial Advisor "A good coach can help even the best players reach their potential. As a financial advisor, you coach successful families to tackle life's challenges and achieve their goals. Steve Gresham can help--he has the tactics to help you build a winning team." --Mike KrzyzewskiHead Coach, Duke University Basketball and the 2006 U.S. National Team