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Author : LeRoy Gross
Publisher : Prentice Hall
ISBN 13 : 9780130487773
Total Pages : 328 pages
Book Rating : 4.4/5 (877 download)
Download or read book The Art of Selling Intangibles written by LeRoy Gross and published by Prentice Hall. This book was released on 1982 with total page 328 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : LeRoy Gross
Publisher : Marketplace Books
ISBN 13 : 9781592800681
Total Pages : 308 pages
Book Rating : 4.8/5 (6 download)
Download or read book The New Art of Selling Intangibles written by LeRoy Gross and published by Marketplace Books. This book was released on 2003-12 with total page 308 pages. Available in PDF, EPUB and Kindle. Book excerpt: 'It's an invaluable resource for financial advisors, consultants, stockbrokers, and insurance agents alike."-- Keith Clark, DWC ConsultantsFinancial 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 naturally to you. You'll find.- 4 ways to get past 'No"- 11 top resources for finding prospects- 3 magic words to increase your sales power & income - instantly- Selling phrases - for everything from stocks, index funds & annuities to 529 plans- Closing techniques - and scripts - for every situation- How to heat up 'Cold Calls" and warm up prospects.Plus - methods for developing proper asset allocation strategies - and convincing clients to embrace them. Yes, there still is an 'art" to selling intangibles. Now - master the art yourself - with the proven methods featured in this new work.
Author : LeRoy Gross
Publisher : Prentice Hall Press
ISBN 13 :
Total Pages : 292 pages
Book Rating : 4.:/5 ( download)
Download or read book The Art of Selling Intangibles written by LeRoy Gross and published by Prentice Hall Press. This book was released on 1988 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Abbott P. Smith
Publisher :
ISBN 13 :
Total Pages : 168 pages
Book Rating : 4.:/5 (58 download)
Download or read book How to Sell Intangibles written by Abbott P. Smith and published by . This book was released on 1958 with total page 168 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Michelle Miller
Publisher : Independently Published
ISBN 13 :
Total Pages : 108 pages
Book Rating : 4.4/5 (812 download)
Download or read book Selling The Intangible written by Michelle Miller and published by Independently Published. This book was released on 2021-09-20 with total page 108 pages. Available in PDF, EPUB and Kindle. Book excerpt: I wholeheartedly agree with Meera Kothand. Just a few additional points I might add: One thing that makes it seem easier to sell tangible goods is the ability of a seller to give the buyer a sensory experience. You can touch, feel, experience the product and begin to sell yourself on it. It's why salespeople at auto dealerships are so keen on getting you behind the wheel for a test drive. But some sellers over-rely on the product, then, to sell itself. They don't personalize the benefits or help make the connection that will be of value to the buyer. Take away the tangible. and these same sellers suddenly have to depend on their own ability to describe and magnify value. Some can and some cannot. When selling intangibles, you have to be a good storyteller so your buyer can visualize the experience that they can't physically have. You have to demonstrate value in a way that isn't experiential. When selling tangibles, you should be using this same approach to personalize the experience and magnify the value. Instead of thinking one or the other of those pairs will be easier, consider the following: What is the length of the usual sales cycle for each -- does one seem "too long" to you? Which interests you the most, which do you like to talk about? The reason I suggest considering the above is that all of those are "easy" to sell when you like what you're selling and can live with the length of the sales cycle.
Author : Harry Beckwith
Publisher : Business Plus
ISBN 13 : 0759521522
Total Pages : 137 pages
Book Rating : 4.7/5 (595 download)
Download or read book Selling the Invisible written by Harry Beckwith and published by Business Plus. This book was released on 2000-10-15 with total page 137 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 : Abbott P. Smith
Publisher :
ISBN 13 :
Total Pages : 236 pages
Book Rating : 4.3/5 ( download)
Download or read book Complete Guide to Selling Intangibles written by Abbott P. Smith and published by . This book was released on 1971 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Matt Oechsli
Publisher : John Wiley & Sons
ISBN 13 : 1118849108
Total Pages : 262 pages
Book Rating : 4.1/5 (188 download)
Download or read book The Art of Selling to the Affluent written by Matt Oechsli and published by John Wiley & Sons. This book was released on 2014-01-10 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt: Attract and retain affluent customers and clients Much has changed since the original The Art of Selling to the Affluent was published. The financial crisis has affected the affluent as well as the less affluent. This book brings you up to date with today's affluent and helps every salesperson understand what adjustments need to be made in order to successfully attract, service, and retain lifelong affluent customers and clients. Completely updated and revised, it is based on The Oechli Institute's latest 2013 comprehensive research. Explains how the financial crisis elevated the level of anxiety and how this has affected major purchase decisions Offers step-by-step guidance on how to navigate the process of overcoming social self-consciousness during the sales process Author Matt Oechsli is one of the leading authorities regarding marketing, selling, servicing, and developing loyalty with affluent clients, and one of the most sought after speakers in the financial services industry The Art of Selling to the Affluent, 2nd Edition offers a detailed landscape of today's affluent. Put yourself ahead of the competition by knowing how the Great Recession has affected purchasing behavior and where the opportunities are moving forward.
Author : Dino Bertucci
Publisher :
ISBN 13 :
Total Pages : 174 pages
Book Rating : 4.:/5 (18 download)
Download or read book A Comparison of Stress Levels Between Individuals Selling Intangibles and Those who Sell Tangibles written by Dino Bertucci and published by . This book was released on 1987 with total page 174 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : ELMER G. LETERMAN
Publisher :
ISBN 13 :
Total Pages : 260 pages
Book Rating : 4./5 ( download)
Download or read book THE NEW ART OF SELLING written by ELMER G. LETERMAN and published by . This book was released on 1957 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Matt Oechsli
Publisher : John Wiley & Sons
ISBN 13 : 1118040368
Total Pages : 218 pages
Book Rating : 4.1/5 (18 download)
Download or read book The Art of Selling to the Affluent written by Matt Oechsli and published by John Wiley & Sons. This book was released on 2010-12-14 with total page 218 pages. Available in PDF, EPUB and Kindle. Book excerpt: This insightful book shows salespeople how to meet the needs of affluent clients from the initial contact, to the sales presentation, to providing the level of service and quality they expect, to securing them as long-term customers. Based on extensive research of the buying patterns and expectations of the wealthy, this step-by-step sales guide reveals the secrets of attracting and keeping wealthy clients for life, boosting sales and repeat business. The Art of Selling to the Affluent is also a crash course in the world of the wealthy, giving you the understanding you need to satisfy and retain these profitable top-dollar clients.
Author : Brian Tracy
Publisher : Thomas Nelson Inc
ISBN 13 : 0785288066
Total Pages : 240 pages
Book Rating : 4.7/5 (852 download)
Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.
Author : Michael Lewis
Publisher : W. W. Norton & Company
ISBN 13 : 0393066231
Total Pages : 337 pages
Book Rating : 4.3/5 (93 download)
Download or read book Moneyball: The Art of Winning an Unfair Game written by Michael Lewis and published by W. W. Norton & Company. This book was released on 2004-03-17 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: Michael Lewis’s instant classic may be “the most influential book on sports ever written” (People), but “you need know absolutely nothing about baseball to appreciate the wit, snap, economy and incisiveness of [Lewis’s] thoughts about it” (Janet Maslin, New York Times). One of GQ's 50 Best Books of Literary Journalism of the 21st Century Just before the 2002 season opens, the Oakland Athletics must relinquish its three most prominent (and expensive) players and is written off by just about everyone—but then comes roaring back to challenge the American League record for consecutive wins. How did one of the poorest teams in baseball win so many games? In a quest to discover the answer, Michael Lewis delivers not only “the single most influential baseball book ever” (Rob Neyer, Slate) but also what “may be the best book ever written on business” (Weekly Standard). Lewis first looks to all the logical places—the front offices of major league teams, the coaches, the minds of brilliant players—but discovers the real jackpot is a cache of numbers?numbers!?collected over the years by a strange brotherhood of amateur baseball enthusiasts: software engineers, statisticians, Wall Street analysts, lawyers, and physics professors. What these numbers prove is that the traditional yardsticks of success for players and teams are fatally flawed. Even the box score misleads us by ignoring the crucial importance of the humble base-on-balls. This information had been around for years, and nobody inside Major League Baseball paid it any mind. And then came Billy Beane, general manager of the Oakland Athletics. He paid attention to those numbers?with the second-lowest payroll in baseball at his disposal he had to?to conduct an astonishing experiment in finding and fielding a team that nobody else wanted. In a narrative full of fabulous characters and brilliant excursions into the unexpected, Michael Lewis shows us how and why the new baseball knowledge works. He also sets up a sly and hilarious morality tale: Big Money, like Goliath, is always supposed to win . . . how can we not cheer for David?
Author : Anthony Iannarino
Publisher : Penguin
ISBN 13 : 0525537627
Total Pages : 241 pages
Book Rating : 4.5/5 (255 download)
Download or read book Eat Their Lunch written by Anthony Iannarino and published by Penguin. This book was released on 2018-11-06 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent? It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like: ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution. understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns. developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence. Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.
Author : John Berry
Publisher : McGraw Hill Professional
ISBN 13 : 007145439X
Total Pages : 337 pages
Book Rating : 4.0/5 (714 download)
Download or read book Tangible Strategies for Intangible Assets written by John Berry and published by McGraw Hill Professional. This book was released on 2004-11-22 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: Intangible assets such as brands, patents, and intellectual capital are the new measures of corporate wealth. But one can't manage what one can't measure. And while assigning accurate valuations is a stringent requirement under new FASB accounting guidelines, it is far from easy. This book explains the latest thinking and techniques in measuring and managing intangibles. Innovative management disciplines like Balanced Scorecard are explained, while real-world examples from Amazon, eBay, and other firms demonstrate how companies are getting maximum advantage from all their intangible assets.
Author : Tom Hopkins
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (89 download)
Download or read book How to Master the Art of Selling written by Tom Hopkins and published by . This book was released on 2003 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Kathryn F. Staley
Publisher : John Wiley & Sons
ISBN 13 : 0471146323
Total Pages : 311 pages
Book Rating : 4.4/5 (711 download)
Download or read book The Art of Short Selling written by Kathryn F. Staley and published by John Wiley & Sons. This book was released on 1996-12-23 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: A one-of-a-kind book that shows you how to cash in on the latestinvesting trend--short selling "The Art of Short Selling is the best description of this difficulttechnique."--John Train, Train, Thomas, Smith Investment Counsel,and author of The New Money Masters "Kathryn Staley has done a masterful job explaining the highlyspecialized art of short selling. Her approach to telling the truestories of famous investment 'scams' will keep the readerspellbound, while teaching the investor many cruciallessons."--David W. Tice, Portfolio Manager, Prudent BearFund "Selling short is still a misunderstood discipline, but even themost raging bull needs to know this valuable technique to masterthe ever-changing markets."--Jim Rogers, author, InvestmentBiker On the investment playing field, there is perhaps no game moreexciting than short selling. With the right moves, it can yieldhigh returns; one misstep, however, can have disastrousconsequences. Despite the risk, a growing number of players areanteing up, sparked in part by success stories such as that ofGeorge Soros and the billions he netted by short selling theBritish pound. In The Art of Short Selling, Kathryn Staley, anexpert in the field, examines the essentials of this importantinvestment vehicle, providing a comprehensive game plan with whichyou can effectively play--and win--the short selling game. Whether used as a means of hedging bets, decreasing the volatilityof total returns, or improving returns, short selling must behandled with care--and with the right know-how. As Staley pointsout, "Short selling is not for the faint of heart. If a stock movesagainst the position holder, the effect on a portfolio and networth can be devastating. Investors need to understand the impacton their accounts as well as the consequences of getting bought inbefore they indulge in short selling." The Art of Short Sellingguides you--clearly and concisely--through the ins and outs of thishigh-risk, high-stakes game. The first--and most important--move in selling short is to identifyflaws in a business before its share prices drop. To help youtackle this key step, Staley shows you how to evaluate companyfinancial statements and balance sheets, make sense of returnratios, detect inconsistencies in inventory, and analyze thestatement of cash flows. Through real-world examples thatillustrate the shorting of bubble, high multiple growth, and themestocks, you'll proceed step by step through the complete processand learn to carry out all the essentials for a successful shortsell, including quantifying the risk factor and orchestratingcorrect timing, as well as implementing advanced valuationtechniques to execute the sell/buy. Packed with landmark, cutting-edge examples, up-to-the-minuteguidelines, and pertinent regulations, The Art of Short Selling isa timely and comprehensive reference that arms you with thenecessary tools to make a prepared and confident entrance onto theshort selling playing field.
