The art of selling intangibles: How to make your million ($) by investing other people's money

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9780130487773: The art of selling intangibles: How to make your million ($) by investing other people's money

So many things have changed since The Art of Selling Intangibles first appeared in the '80s and became an industry classic. Now, this financial services "Bible" is completely updated and revised to reflect the new realities, ranging from enhanced technology, to new industry regulations, commission structures, methods for prospecting and retaining clients. There still is a fine art to selling intangibles. Now - discover how to master this art, using the latest tools and techniques with this invaluable source for financial advisors, consultants, stockbrokers, and insurance agents. It's an invaluable resource for financial advisors, consultants, stockbrokers, and insurance agents alike. -- Keith Clark, DWC Consultants Financial professionals often cringe at the thought of being in the business of selling . But selling is a key aspect of any financial professional's routine. Whether you're an advisor persuading a prospective client to hire you, a broker touting stocks, or an agent nudging a client toward an insurance policy or annuity - you're selling: The concept, the ideas -even yourself! Your product is elusive - or intangible - making the challenges you face selling even more complex. Now, turn to a cherished industry classic - The NEW Art of Selling Intangibles - for a full program of sales techniques specifically designed for financial professionals in their quest to: find clients, close clients, retain clients - and convince clients to make the right financial choices. This groundbreaking book was the first to integrate investment strategies with selling strategies exclusively targeted to financial professionals. Now - it's thoroughly updated, revised, and reworked to meet the needs of today's time-pressed professionals. Expanding on key issues, while weaving in new areas of concern - Korn presents a comprehensive program for winning. Learn to master every method needed to perfect your selling skills - even if selling does not come natu

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Product Description:

One of the acknowledged stars of the securities sales profession demonstrates successful selling in this field. Reveals the successful work pattern that promotes control of every selling situation.

From the Inside Flap:

Producers, Branch Managers, and Sales Trainers acknowledge LeRoy Gross as a leader in this business:

"LeRoy's sales training has been the foundation of all my sales technique. His approach to seminar technique is unique and the best in the business." -Bardhyl Quku Dean Witter Reynolds

"LeRoy is a master salesman. No question but that a person would become successful in the securities business by listening to LeRoy and doing what he preaches." -Wayne Nelson Merrill Lynch, Pierce, Fenner & Smith

"LeRoy Gross is one of the most highly organized, disciplined, and effective brokers. He helped me a great deal." -Lindsay C. Herkness, III Dean Witter Reynolds

"I don't know anyone who could have better credentials for writing this book. LeRoy Gross ranks at the top as Salesman, Sales Manager and Sales Trainer. To become one of the most successful producers in the securities industry, LeRoy has personally used the sales approaches and techniques he discusses here...His book is a proven blueprint for sales success." -Glen Givens former First Vice President and Director of Training (ret.) Dean Witter Reynolds

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LeRoy Gross
Published by New York Institute of Finance (1982)
ISBN 10: 0130487775 ISBN 13: 9780130487773
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