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The Pocket Guide to Sales for Financial Advisors pdf offers a fresh look at what would have otherwise been a jaded topic. The author of The Pocket Guide to Sales for Financial Advisors pdf book draws on a vast knowledge bank of insights and experience to execute this work.

Selling is as old as civilization itself. Put in the simplest of terms, selling is the exchange of goods and services for something of value. To financial advisors, however, the sale is often seen in a negative light, and many cringe at the word “sell.” Interestingly, the same advisors who shy away from the concept of selling are often those who find themselves selling every single day! Sometimes they’re even participating in the selling process multiple times throughout the day–and they may not realize it. Asking for client referrals, developing strategic alliances, seeking and talking with new prospects are all obvious parts of the selling process, but selling happens every time you remind a client why it’s a good choice to do business with you, too. The fact is that most CFAs®, CFPs®, CPAs, and other professionals did not obtain these titles because deep down they really wanted to be in sales. Most times, their interests tend more toward data, analysis, and more solitary orientations. Selling is probably the last thing those who entered these fields were thinking of doing. They may not have considered the “people” aspect of their chosen profession; the aspect that involves sales. For this reason, and some others, turning into a salesperson seems like a negative, degrading thing. Many advisors will conjure up the picture of the slimy used-car sales guy. It’s time to recognize selling as the valuable activity that it is. It is a way to: Let people know who you are and what you do well. Get your message out to those who need it. Promote your planning process, wealth management services, or investment expertise. Use your relationship skills to close new business. Take your business to the next level. If you want to grow your business, the bottom line is that you–or someone on your team–need to sell, and to sell well. This book will offer guidance on how you can sell in a comfortable and effective manner.

Publisher ‏ : ‎ ATA Press (November 23, 2014)
Language ‏ : ‎ English
Paperback ‏ : ‎ 202 pages
ISBN-10 ‏ : ‎ 0983762082
ISBN-13 ‏ : ‎ 978-0983762089
Item Weight ‏ : ‎ 7.2 ounces
Dimensions ‏ : ‎ 5 x 0.46 x 8 inches

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