Service Selling: A Guide to Increasing Sales and Profits in Consumer Financial Services
A guide to improving sales and profits in consumer financial services that stresses the development of a sales and service culture. The key principles discussed are interaction with customers, cultural support and values, service from the customer's point of view, service selling, characteristics of successful sales organizations, star sales people, perfecting the sales process, dealing with prospective clients, and ongoing interaction with the client.
What people are saying - Write a review
We haven't found any reviews in the usual places.
able add value answer behavior better Chapter client's needs committed communicate competitive consumer financial service contact staff create culture customer's decision deliver discuss employees essentials example execution expect experience feedback financial needs financial service business financial service companies Finnair focus focused follow-up goals Herbert Greenberg identify important information you need interaction investment issues keep score Key Idea knowledge listening look mind opportunity organization pany percent person personal computer point of view practice service selling probably problem prospective client question reason referral process revenue Robert Townsend sales and service sales process sales star seek server simply someone stakeholders star salespeople star salesperson step structured selling process successful suggest sumer talk target clients target customers Theodore Levitt things tion tomer understand usually vision statement Wall Street Journal Washington Mutual