000 07118cam a2200793 i 4500
001 ocn855362867
003 OCoLC
005 20230823095225.0
006 m o d
007 cr |||||||||||
008 130807s2013 nju o 001 0 eng
010 _a 2013032200
040 _aDLC
_beng
_erda
_epn
_cDLC
_dYDX
_dN$T
_dYDXCP
_dCUI
_dCDX
_dDEBSZ
_dRECBK
_dIDEBK
_dHEBIS
_dOCLCF
_dOCLCQ
_dOCL
_dDEBBG
_dEBLCP
019 _a863078369
_a863672874
_a865013575
_a957735336
_a958081431
_a959857712
020 _a9781118728444
_q(epub)
020 _a1118728440
_q(epub)
020 _a9781118728093
_q(pdf)
020 _a1118728092
_q(pdf)
020 _a9781118728208
_q(electronic bk.)
020 _a1118728203
_q(electronic bk.)
020 _a1306140951
_q(ebk)
020 _a9781306140959
_q(ebk)
020 _z9781118728147
_q(hardback)
028 0 1 _aEB00067130
_bRecorded Books
029 1 _aCHBIS
_b010131807
029 1 _aCHVBK
_b314711996
029 1 _aDEBSZ
_b405526199
029 1 _aNZ1
_b15340071
029 1 _aDEBBG
_bBV042740716
029 1 _aDEBBG
_bBV043396138
035 _a(OCoLC)855362867
_z(OCoLC)863078369
_z(OCoLC)863672874
_z(OCoLC)865013575
_z(OCoLC)957735336
_z(OCoLC)958081431
_z(OCoLC)959857712
037 _a545346
_bMIL
042 _apcc
050 0 0 _aHG173
072 7 _aBUS
_x027000
_2bisacsh
082 0 0 _a332.1068/8
_223
084 _aBUS027000
_2bisacsh
049 _aMAIN
100 1 _aPaczosa, Scott.
245 1 0 _aSelling professional and financial services handbook /
_cScott Paczosa, Chuck Peruchini.
264 1 _aHoboken, New Jersey :
_bJohn Wiley & Sons, Inc.,
_c2013.
300 _a1 online resource.
336 _atext
_btxt
_2rdacontent
337 _acomputer
_bc
_2rdamedia
338 _aonline resource
_bcr
_2rdacarrier
490 1 _aWiley finance
500 _aIncludes index.
520 _a"Times are tough for people who sell financial services and this book offers a new solution proven in practice. The book describes methods the authors have used and taught since the 1990s, most recently at a major consulting firm, where they led a national sales team to revenue gains of 500% over four years -- in a period that included the recession of 2008-2010. Their book shows how the same approach can grow sales for public financial service firms struggling to sell to corporate and institutional clients in today's tight economy. The solution is not any new twist on face-to-face selling techniques or the art of persuasion. It's a strategic approach built around a simple fact: the markets are tight but far from static. Even with lean budgets, client companies must respond to urgent changes and emerging threats in their industries. Thus they will buy services from the sellers who can help them detect, understand, and cope with what's coming their way. The book outlines a systematic way of becoming such a valued resource. Readers learn to scan the horizon for early signs of "rock-ripple events." Major changes in the business world often spring from new developments that are little noted or heeded, at first, by the client companies soon to be affected by them. But like a rock dropped in a pond, these events set off ripples that sweep through entire industry sectors, creating must-have service needs"--
_cProvided by publisher.
588 0 _aPrint version record and CIP data provided by publisher.
505 0 _aSeries; Title Page; Copyright; Dedication; Preface; Acknowledgments; A New Way to Sell; Chapter 1: Changing Times, a New Dimension: The Rock-Ripple Strategy; IT'S ALL ABOUT RECOGNIZING CHANGE; WHAT THE MAN ON THE DOORSTEP DID; SENSE THE WAVE, TRACE THE RIPPLES; THE ROCK-RIPPLE EFFECT; Chapter 2: Fields of Vision, New Relationships: On Being a Guru; WHAT DOESN'T WORK; WHAT DOES; BUILDING GURU STATUS; CREATIVE SOLUTIONS; WHAT'S NEXT?; Chapter 3: The Four-Stage Process: Why and How It Works; WHY THE FIRST MOVER WINS; GETTING STARTED, FROM WHEREVER YOU MAY CURRENTLY BE; HOW THE STAGES WORK
505 8 _aStage 1: IDENTIFYChapter 4: The Identify Stage: What to Look For; THE INDUSTRIAL MINDSET; DEFINING AND THINKING ABOUT WHAT TO LOOK FOR; EXPERIMENTS IN MIND STRETCHING; DRAWING PARALLELS; Chapter 5: The Identify Stage: How to Look Systematically; THE ENTREPRENEURIAL MINDSET; PUTTING YOURSELF IN THE PATH; TAPPING THE INTERNET; TAPPING HUMAN INTELLIGENCE; NARROWING DOWN AND HOMING IN: HOW THE IDENTIFY PROCESS COMES TOGETHER; MOVING ON . . .; Stage 2: EVALUATE; Chapter 6: Intro to Evaluation: Basics and the First Step; THE PROCESS: FIRST THINGS FIRST; LOST IN SPACE; OTHER POSSIBLE OUTCOMES
505 8 _aNUMBERS VERSUS JUDGMENTMOVING ON; Chapter 7: Deeper Evaluation; EVALUATION POINTS; GETTING TO "NO"; A NOTE ON STRATEGY VERSUS SALES SKILLS; "YES," PLUS CONTINUOUS IMPROVEMENT; EVERY STEP COUNTS; "YES," PLUS ONE FOR THE PORTFOLIO; Stage 3: INNOVATE; Chapter 8: Innovation and Preparation; WHERE YOU STAND IN THE PROCESS; INNOVATING THE SOLUTION; THE MULTILAYERED BENEFITS OF INNOVATION; INNOVATING THE CAMPAIGN; BUILDING THE PACKAGE FOR THE SALES FORCE; BACKGROUND MATERIALS; TARGETING; THE MESSAGE AND THE TALK TRACK; THE PROFESSIONAL TEAM AND QUALIFICATIONS
505 8 _aChapter 9: Top-of-Mind Awareness Tools and LaunchPARALLEL MARKETING EFFORTS FOR PERSISTENT ISSUES; TARGETS, TRACKING, REPORTING; THE LAUNCH CALL; Stage 4: DEPLOY; Chapter 10: Transforming How You Sell: What's New, What Isn't; A GAME PLAN, NOT BASIC COACHING; WHAT YOU ARE SETTING OUT TO DO IN THE DEPLOY STAGE; TRANSFORMATION, NOT A BLITZ; Chapter 11: Steps to Full Deployment; TRACKING, REFINING, AND EXTENDING THE INITIATIVE; WHAT'S NEXT, WHAT'S NEXT?; INITIATIVES MAY END, BUT THE PROCESS DOESN'T; BUILDING RELATIONSHIPS WITH CONTENT TOOLS AND EVENTS; SELLING TO BOTH SIDES OF THE CLIENT
505 8 _aROUNDTABLES AND OTHER "SCALE" OUTREACH EVENTSKEEP IT SIMPLE; EXTENDING RELATIONSHIPS INTO OTHER INITIATIVES; THE MULTIPLIER EFFECT AND THE SMALL-WORLD EFFECT; INDIRECT SALES: THE ULTIMATE PAYOFF; Chapter 12: Hunting or Farming? It's Both: An Approach for New and Existing Clients; THE DOWNSIDES OF ACCOUNT-CENTRIC FARMING (AND WHY ROCK-RIPPLE IS SUPERIOR); EFFICIENCIES ON THE HUNTING SIDE; WHERE THE DIFFERENCES COME IN; INDIRECT SALES: THE BIG DIFFERENCE; Chapter 13: Where to Go from Here; BOARDING CALL: THE DESTINATION, THE TICKET; IT ALWAYS STARTS WITH WHAT'S NEXT
650 0 _aFinancial services industry.
650 0 _aStrategic planning.
650 0 _aSelling.
650 7 _aBUSINESS & ECONOMICS
_xFinance.
_2bisacsh
650 7 _aFinancial services industry.
_2fast
_0(OCoLC)fst00924738
650 7 _aSelling.
_2fast
_0(OCoLC)fst01111969
650 7 _aStrategic planning.
_2fast
_0(OCoLC)fst01134371
655 4 _aElectronic books.
700 1 _aPeruchini, Chuck.
776 0 8 _iPrint version:
_aPaczosa, Scott.
_tSelling professional and financial services handbook.
_dHoboken, New Jersey : Wiley, 2014
_z9781118728147
_w(DLC) 2013029223
_w(OCoLC)852823598
830 0 _aWiley finance series.
856 4 0 _uhttp://dx.doi.org/10.1002/9781118728208
_zWiley Online Library
994 _a92
_bDG1
999 _c20760
_d20719
526 _bfin