Table of Contents
Tom Hopkins takes the reader through the most effective sales skills, analyzing why they work, and how to learn them. Begin, he suggests, by never viewing failure as a negative. He also explains how to set goals, and how to re-evaluate them.
How do you master the art of selling financial services summary?
Publisher’s Summary Learn effective ways to talk with clients and calm their fears. Ask the right questions to get clients talking about their needs. Implement client feedback so that you can provide your best service. Increase your sales ratios with closing strategies that make sense to your clients.
How do I master the act of selling?
How to Master the Art of Selling Take an authoritative tone throughout the process. Develop and express your expertise. Sell with empathy and a personal touch. Never stop learning and evolving as a salesperson. Manage your expectations. Employ the ‘1-10’ sales closing technique.
How do I sell my financial services?
9 Requirements for Effective Cross-Selling in Financial Services 1) Adopt a customer-centric view. 2) Establish a single view of the customer. 3) Build actionable buyer segments and personas. 4) Create a scalable analytical engine targeted to specific, prioritized use cases.
What are the 4 selling strategies?
The 4 Ps of marketing are place, price, product, and promotion. By carefully integrating all of these marketing strategies into a marketing mix, companies can ensure they have a visible, in-demand product or service that is competitively priced and promoted to their customers.
What are 3 sales techniques?
The 9 Key Sales Techniques Identifying Prospects. Building Rapport. Identifying the Prospect’s Challenges and Qualifying Them. Presenting Solutions (Diagnostics) Knowing When to Say “No” Handling Objections. Closing the Deal. Maintaining the Relationship.
What is the 1/10 closing technique?
The 1-10 closing technique is a straightforward process of asking your prospect how you’re doing so far – on a scale from 1 to 10. Next, use that answer as a guide for the rest of the closing process.
How do I master the art of selling publisher?
Product Details ISBN-13: 9780446692748 Publisher: Grand Central Publishing Publication date: 05/20/2005 Edition description: Revised Pages: 416.
What is Spin questioning technique?
Simply put, the SPIN technique is a sequence of questions—not predefined questions to be quoted verbatim, but types of questions to be asked in a particular order. During a sales call, a salesperson opens with situation questions, progresses to problem questions, and so on.
When you ask a closing question you should immediately?
When you ask a “closing” question, you should immediately: Circle only one answer! Summarize all the key features quickly to refresh their memory before they say “No.”You may circle more than one! Ask, “Why? Bluff your way through, otherwise they will lose confidence in you. Tell them what you think they want to hear.
How do you succeed in financial sales?
6 Actionable Tips to Succeed in Financial Service Sales Be Prepared for a Grueling Schedule. Collect New or Rare Insights to Fuel your Sales Pitch. Remember to Always Respect your Clients. Get to Know your Target Client’s Needs and Dreams. Treat your Initial Interview like a Working Meeting. Ask for Referrals.
How can I be good at financial sales?
Enthusiasm, persistence and a dogged determination to hit your targets and provide a great service for your clients will stand you in good stead for a career in financial sales. Maintaining and developing relationships are also important as is the ability to win the trust of your clients quickly.
How do you value a financial service company?
Two important ratios in evaluating the financial services sector are the price-to-book (P/B) ratio and the price-to-earnings (P/E) ratio. The P/B ratio compares the book value of a company to its market capitalization. The P/E ratio shows the relation of the company’s stock price to its earnings.
What is the 7 P’s of marketing?
It’s called the seven Ps of marketing and includes product, price, promotion, place, people, process, and physical evidence.
What is the best selling approach?
10 Surprisingly Effective Sales Techniques, Backed by Research Sell to Your Buyer’s Situation (Not Their Disposition) Disrupt Your Prospect’s Status Quo. Introduce Unconsidered Needs. Tell Customer Stories with Contrast. Avoid the Parity Trap in Sales Conversations. Make Your Customer the Hero.
What are the 7 steps to creating a sales plan?
Seven Steps for Effective Sales Planning Define your objective. Evaluate the current situation. List barriers to success. Assess your strengths and assets. Create your sales call strategy. Identify your needs. Outline an action plan.
What are the 5 sales strategies?
5 Sales Strategies for Businesses Define your buyer. Tell a story. Target a niche market. Sell your brand. Focus on internal growth.
How do I sell anything?
My 5 Essential Tips for Selling Anything to Anyone The first thing you’re selling is yourself. Forget about the product or service. Listen more than you talk. Know who to sell to. Understand what motivates the other side. Keep it simple.
What is the main goal of a presentation?
The main goal of a presentation is to impress the audience.
What is a solution sale?
Sales Tactics. On the face of it, solution selling is a simple sales methodology: A sales rep diagnoses a prospect’s needs and then recommends the right products or services to fill those needs.
What does the S stand for in spin?
S stands for Situation and these questions are used to help you get a better understanding of what’s going on in your buyer’s world. Through this line of questioning, you should be able to uncover what’s been happened with the prospect historically and what led them to begin a conversation with you.
What is rain selling?
RAIN Selling is an acronym for Rapport, Aspirations and Afflictions, Impact, and New Reality. These are the core concepts you need to remember to lead a rainmaking conversation.
What are 4 types of closes?
Here are 4 highly effective sales closing techniques that are popular with sales reps: The assumptive close: This technique involves using a phrase or language that assumes the close is a done deal. The option close: The suggestion close: The urgency close:.
How do you overcome no in sales?
How to Overcome Sales Objections Practice active listening. Repeat back what you hear. Validate your prospect’s concerns. Ask follow-up questions. Leverage social proof. Set a specific date and time to follow-up. Anticipate sales objections.
What is using bird dogs when prospecting mean?
A: Bird dogs are people in a position to hear what products and services people need and who are willing to pass along the leads to salespeople. The best small business owners and their sales forces cultivate such people by paying them or providing gifts when the leads turn into sales.
