Items related to From Selling to Serving: The Essence of Client Creation
Synopsis
Written for financial service advisors, this guide presents a communication-based model for client relations. Cassara (a sales coach) offers advice on attracting clients, connecting with them emotionally, and honoring agreements. Annotation ©2004 Book News, Inc., Portland, OR (booknews.com)
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From the Inside Flap
People dislike being sold, but love to be served. A recent Business Week study revealed that two-thirds of financial services clients are thinking about leaving their advisors. Given this climate of change, are you frightened by the challenge or excited by the opportunity? Many people in advisory roles -- financial representatives, attorneys, brokers and bankers -- are at a crossroads. The old model of relating to clients based on controlling them is no longer effective. From Selling to Serving offers another way, a way to create significant and rewarding client relationships.
How you communicate with your clients accounts for 85% of the relationship. Yet most professionals spend only 15% of their time developing these vital skills and abilities. The Client Creator Process in From Selling to Serving helps you understand the principles and patterns necessary to focus on creating quality relationships and sustaining success.
You will have confidence to:
ATTRACT clients by knowing and communicating why people work with you
CONNECT with clients by understanding and activating the deep emotions in others
COMMIT to clients by aligning intentions with actions.
People buy from people. Relationships, not products, are the key. Changing the way you think about these relationships, and moving from a selling to a serving mindset creates unlimited opportunity. In this current environment, it can make all the difference for you, both personally and professionally.
By focusing on the principles and patterns that create and sustain success, our training and coaching programs have helped thousands of financial service professionals and entrepreneurs increase their productionby bringing their life to their business and their business to life.
About the Author
Lou Cassara, CEO and founder of The Cassara Clinic™ LLC and Cassara Associates, has been motivating people to realize their true potential for more than 20 years. In his award-winning sales career, he was named as one of the top 20 all-time career producers for Northwestern Mutual, was ranked in the top 1% of his peers and was a Top of the Table member of the Million Dollar Round Table for ten years, before becoming a coach, speaker and consultant.
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- PublisherKaplan Publishing
- Publication date2004
- ISBN 10 0793192072
- ISBN 13 9780793192076
- BindingHardcover
- LanguageEnglish
- Number of pages240
- Rating
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