{"product_id":"9780983762089","title":"The Pocket Guide to Sales for Financial Advisors","description":"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.\u003cbr\u003eTo 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.\u003cbr\u003eThe 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.\u003cbr\u003eFor 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:\u003cbr\u003eLet people know who you are and what you do well.\u003cbr\u003eGet your message out to those who need it.\u003cbr\u003ePromote your planning process, wealth management services, or investment expertise.\u003cbr\u003eUse your relationship skills to close new business.\u003cbr\u003eTake your business to the next level.\u003cbr\u003eIf 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.","brand":"ATA Press","offers":[{"title":"Default Title","offer_id":47020983222512,"sku":"9780983762089","price":16.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9780983762089_p0.jpg?v=1763885912","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9780983762089","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}