22 Keys To Sales Success covers all the bases

The 22 Keys to Sales Success is about helping you to be profitable and efficient.

Long before computers, financial advisors understood the importance of organizing leads and the need to make sure they followed up with prospects in a timely fashion. Practically every professional used a powerful and elegant system, most people referred to it as the "card box".

Fast forward to today and one of the 22 keys to sales success requires you to automate your sales process. It is very important that you have the capability to organize, track, file, and store every single piece of data relevant to every prospect and client.

22 Keys To Sales Success "How to Make It Big in Financial Services" is filled ideas that you can apply right away.

Contact management software is the necessary tool to store the answer to all of the questions you ask. To be hugely successful James W. Benson and Paul Karasik say you need to continue to cross sell to your exisisting clients and approach them with new solutions to their financial problems.

Today's contact management software programs are inexpensive and easy to use and allow you to easily scan your clients for certain characteristics or needs.

By using contact management software technology will help you as you apply another key to making it big in financial services, building relationships. Your long-term success in today's financial marketplace will be determined largely by your ability to create and grow relationships.

The authors of 22 Keys to Sales Success cover all of the important financial advisor sales issues.

Closing the sale, repeat business, and referrals all depend on your relationship-building skills, but the quality of your life overall hinges on how well you establish and maintain relationships. Unfortunately, most people devote little time to studying the process.

The Johari Window is a model for understanding how to build productive relationships. Applied to the sales process the authors say it can help you close more sales and increase your client retention rate.

When you open the window of information on yourself, prospects will in turn open up to you, giving you more information about themselves and helping you develop profitable long-term relationships.

Sharing some personal information about yourself helps the sales process seem more like a conversation and less like an interrogation.

What I like about this easy to read book is the obvious understanding of the financial advisor industry that Paul Karasik and James M. Benson have. They understand that as financial advisors burnout can sabotage the best efforts and often causes a sales slump. The keys to avoiding or overcoming burnout are awareness, attention and action.

They recommend to be aware of the signs and symptoms of failing motivation and quickly develop an entertainment plan to keep you out of a slump. Sometimes it can't be avoided - it happens to the best of advisors. But the best get going when the going get rough.

Some of the keys will take months to implement and can take a lifetime to perfect. Others you can implement in an hour and benefit for your entire career.

The authors say that their goal was to write a book that can be read, internalized and acted upon.

In my opinion they have over-delivererd with each key. To buy 22 Keys to Sales Success go here