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by Steven R. Drozdeck,Karl F. Gretz
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Perfect for financial professionals. by Steven R. Drozdeck and Karl F. Gretz. Select Format: Hardcover. Select Condition: Like New.
Steven R. Drozdeck (Author), Karl F. Gretz (Author)
Steven R. Gretz (Author). In today's precarious financial climate, it pays to build client relationships that can weather good markets and bad. Consultative selling, an innovative sales approach with an emphasis on gaining a thorough understanding of the client's point of view, should promise brokers greater client loyalty and retention, deeper asset penetration, fewer customer complaints and more referrals.
Effective Manager: Being the Best in Financial Sales Management (New York Institute of Finance). ISBN 9780131738812 (978-0-13-173881-2) Softcover, New York Inst of Finance, 1991.
Find nearly any book by Steven R. Drozdeck. Professional Selling: A Consultative Approach. by Karl F. Gretz, Steven R. Drozdeck, Walter J. Wiesenhutter. Get the best deal by comparing prices from over 100,000 booksellers. Consultative Selling Techniques for Financial Professionals: ISBN 9780130834454 (978-0-13-083445-4) Hardcover, Prentice Hall Direct, 1990. Effective Manager: Being the Best in Financial Sales Management (New York Institute of Finance). ISBN 9780256143843 (978-0-256-14384-3) Softcover, Richard d Irwin, 1996.
However, consultative selling was considered to be a long, drawn-out process, rather than a way to build .
However, consultative selling was considered to be a long, drawn-out process, rather than a way to build strategic relationships. Because consultative selling often unearths a great deal of information about a prospect’s desires, it’s much easier for a rep to provide benefits or upsells related to the product they’re selling. Consultative selling vs. product-based selling. Despite the benefits of being able to tailor solutions to prospects, consultative sales is a very different beast to product-based selling.
Karl Gretz & Steven Drozdeck. Drozdeck, Steven R. Gretz, Karl F. and Scanella, Anthony M. Maximizing Performance, Educational Viewpoints. New York: NYIF/Simon and Schuster, 1990. This was the first book written to provide financial consultants with the how-to’s of consultative selling. It is currently in the process of being updated. This book was also published in Czech. and Drozdeck, Steven R. Analyze Customer Needs Through Profiling. Bank Investment Representative.
Karl Frederick Gretz, American management consultant, writer. The Effective Manager: Being the Best in Financial Sales Management (New York Institute of Finance). The Heavenly Mother is like the Heavenly Father: perfect, wise, compassionate, and holy.