One Hundred One Tips for Selling Financial Services - Linda Richardson - Hardcover

Partial table of contents: Asking for the Business. Body Language. Business Cards. Caring. Closing Incrementally. Checking. Coffee. Competitive Information from Customers. Competitive Intelligence. Competitive Presentations. Control. Credibility. Criticizing the Competition. Cross-Selling. Customer Needs. Customer Satisfaction with Present Service. Customer2s Office--Smoking. Customer2s Present System--Replacing It. Customer2s Telephone. Decision-Making Authority. Declining. Dining Out. Dress. Elevating Eye Contact. Empathy. Entertainment. Features/Benefits/Needs. Follow-Up. Hinge/Referrals. Interrupting the Customer. Introductions on First Calls. Joint Call. Late Joiner. Listening. Mistakes/Faux Pas/Erros. Networking. Objections. Objectives for Sales Calls. Post-Call Self-Critique. Preparation. Price Objections. Recovery. References/Cases/Examples. Sales Team. Seating. Secretaries. Selling to a Group. Services versus Products. Smoke Screen Objections. Start-Up Time. Telephone Selling. Total Offer. Voice Projection. ''Z22.Richardson, Linda is the author of 'One Hundred One Tips for Selling Financial Services - Linda Richardson - Hardcover' with ISBN 9780471834571 and ISBN 0471834572.