Books

Rain Maker Pro: A Managers Guide for Training Salespeople

This book is written for managers and leaders who want to transform their professionals from doing work to effectively marketing and selling and bringing in new business.

Divided into three comprehensive parts: Charting a new course; The fundamental success models; and Building your business, this book will show you how to:

• Help professionals overcome fear of selling
• Acquire the right sales capabilities
• Market and sell within your comfort zone
• Setting and achieving big goals
• Leverage existing customers to acquire new ones
• Build accountability across the business

Cross Selling Financial Services: A Professionals Guide to Account Development

This book is about generating profitable revenue from existing clients, and converting part-time clients into 100 percent full-time clients. Professionals and firms that offer financial services want to enjoy continued organic growth, and maximize the value of their business. Retaining and developing existing clients is one of the challenges they encounter in the process.

• Experienced professionals and firms who want to protect their existing top clients and revenue
• Maximize the long-term growth and profitability of their business
• The book will also help professionals to sharpen their account development capabilities

Also check out the companion book, “99 Frequently Asked Questions about Marketing and Selling Financial Services“.

You can order the PDF version from this page.

If you wish to purchase a printed or Kindle version follow the link below.

Financial Services Sales Handbook: A professionals Guide to Becoming a Top Producer

This 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. 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.

The Financial Sales Handbook: A Guide to Become a Top Producer is for experienced professionals as well as for those who want to make the transition from managing work to more effective selling.

Also check out the companion book, “99 Frequently Asked Questions about Marketing and Selling Financial Services“.

You can order the PDF version from this page.

If you wish to purchase a printed or Kindle version follow the link below.

99 Frequently Asked Questions about Marketing and Selling Financial Services – Ebook

This is the companion workbook to my books, Financial Services Sales Handbook and Cross-Selling Financial Services.

In it you will find application questions, as well as the opportunity to make notes, and record your thoughts by answering questions. It is designed to provoke thought and gain deeper insights into the reading material.

The workbook combines the question format with a checklist approach, providing a reliable short cut to assembling information and making sure no vital issues or questions are left out.