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Paperback. Pub Date: 2004 Pages: 203 Publisher: John Wiley in the past few years by The Financial industry has undergone dynamic structural changes that have deeply affected the sales process. Uised by market volatility the TODAYS consumer is Skeptical and demands more for less. you need fresh approaches to sell in todays tough marketplace. here are the 22 keys that can help any financial professional make more money. work less. and maximize their potential. industry leaders james benson and paul karasik combine their personal experience with the shared wisdom of the masters. each key contains proven. actionable sales guidelines. including: the four primary fears that could destroy your sale-and how to help your prospects overcome them the nine most effective strategic approaches to target marketing success five guidelines for qualifying prospects more effectively sixty-five...