TY  - BOOK
AU  - Warren,Clifton T.
TI  - Financial services sales handbook: a professionals guide to becoming a top producer 
T2  - Finance and financial management collection,
SN  - 9781631574948
AV  - HG173 
PY  - 2016///.]
CY  - New York, New York (222 East 46th Street, New York, NY 10017)
PB  - Business Expert Press
KW  - Financial services industry
KW  - Marketing
KW  - cross-selling
KW  - financial services marketing
KW  - lead generation
KW  - niche marketing
KW  - prospecting
KW  - referral marketing
KW  - relationship management
KW  - sales pipeline
KW  - sales tactics
KW  - selling
KW  - [genre]
N1  - Includes bibliographical references (page [181.) and index; Part 1. Laying the foundation --; 1. Creating the pathway: where are you today? --; 2. Discovering your natural prospects and clients --; 3. Getting attention: packaging and positioning your value and expertise --; Part 2. Getting more from existing clients --; 4. Leveraging clients to get new ones --; 5. Cross-selling: unlocking the potential of your client base --; 6. Your digital network: obtain referrals from social media --; Part 3. Acquiring new business --; 7. Reach-out marketing: warming-up cold calls --; 8. Attraction marketing: getting them to come to you --; 9. Target marketing: stealing market share from a competitor --; 10. Converting opportunities into appointments and clients --; Part 4. Accelerating growth --; 11. Content marketing: leveraging your knowledge and expertise --; 12. Personal planning: making your plans a reality --; Resources --; Additional articles --; Notes --; References --; Index; Access restricted to authorized users and institutions; 2; b; Also available in printing
N2  - Acquiring, retaining, and developing clients are the major steps for any successful business; failure to accomplish these steps is the major reason many professionals and firms fail to achieve their full potential. The financial services industry is currently facing its biggest challenge: increased competition; smarter buyers who want to deal with professionals instead of sales people; and the emergence of social media, including Facebook, Twitter, LinkedIn, and Google. This book is for experienced professionals as well as for those who want to make the transition from managing work to more effective selling. The book is also for professionals who want to sharpen their skills. It is intended as the nucleus for corporate training programs as well as for self-employed professionals who must market and sell to stay in business
UR  - https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000504.html
ER  -