{"product_id":"selling-professional-and-financial-services-handbook-website-9781118728147","title":"Selling Professional and Financial Services","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eAn effective strategic framework for successful face-to-face selling for financial services industry professionals\u003cbr\u003e \u003c\/b\u003e\u003cbr\u003e Times are very tough for people who sell professional services and \u003ci\u003eSelling Professional and Financial Services Handbook\u003c\/i\u003e 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 Global Business Development team to revenue gains of 500% over six years  in a period that included the recession of 2008-10.\u003c\/p\u003e \u003cp\u003eThe 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\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003ePreface xi\u003c\/p\u003e \u003cp\u003eAcknowledgments xiii\u003c\/p\u003e \u003cp\u003eA New Way to Sell 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Changing Times, a New Dimension: The Rock-Ripple Strategy 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIt’s All about Recognizing Change 4\u003c\/p\u003e \u003cp\u003eWhat the Man on the Doorstep Did 6\u003c\/p\u003e \u003cp\u003eSense the Wave, Trace the Ripples 7\u003c\/p\u003e \u003cp\u003eThe Rock-Ripple Effect 9\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Fields of Vision, New Relationships: On Being a Guru 11\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Doesn’t Work; What Does 11\u003c\/p\u003e \u003cp\u003eBuilding Guru Status 13\u003c\/p\u003e \u003cp\u003eCreative Solutions 14\u003c\/p\u003e \u003cp\u003eWhat’s Next? 16\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 The Four-Stage Process: Why and How It Works 17\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy the First Mover Wins 17\u003c\/p\u003e \u003cp\u003eGetting Started, from Wherever You May Currently BE 21\u003c\/p\u003e \u003cp\u003eHow the Stages Work 22\u003c\/p\u003e \u003cp\u003eStage 1: IDENTIFY\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 The Identify Stage: What to Look For 33\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Industrial Mindset 33\u003c\/p\u003e \u003cp\u003eDefining and Thinking about What to Look For 35\u003c\/p\u003e \u003cp\u003eExperiments in Mind Stretching 38\u003c\/p\u003e \u003cp\u003eDrawing Parallels 40\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 The Identify Stage: How to Look Systematically 43\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Entrepreneurial Mindset 43\u003c\/p\u003e \u003cp\u003ePutting Yourself in the Path 44\u003c\/p\u003e \u003cp\u003eTapping the Internet 44\u003c\/p\u003e \u003cp\u003eTapping Human Intelligence 46\u003c\/p\u003e \u003cp\u003eNarrowing Down and Homing In: How the Identify Process Comes Together 47\u003c\/p\u003e \u003cp\u003eMoving On 48\u003c\/p\u003e \u003cp\u003eStage 2: EVALUATE\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Intro to Evaluation: Basics and the First Step 53\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Process: First Things First 54\u003c\/p\u003e \u003cp\u003eLost in Space 56\u003c\/p\u003e \u003cp\u003eOther Possible Outcomes 56\u003c\/p\u003e \u003cp\u003eNumbers versus Judgment 57\u003c\/p\u003e \u003cp\u003eMoving On 58\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Deeper Evaluation 59\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEvaluation Points 59\u003c\/p\u003e \u003cp\u003eGetting to “No” 63\u003c\/p\u003e \u003cp\u003eA Note on Strategy versus Sales Skills 65\u003c\/p\u003e \u003cp\u003e“Yes,” Plus Continuous Improvement 66\u003c\/p\u003e \u003cp\u003eEvery Step Counts 68\u003c\/p\u003e \u003cp\u003e“Yes” Plus One for the Portfolio 68\u003c\/p\u003e \u003cp\u003eStage 3: INNOVATE\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Innovation and Preparation 73\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhere You Stand in the Process 74\u003c\/p\u003e \u003cp\u003eInnovating the Solution 74\u003c\/p\u003e \u003cp\u003eThe Multilayered Benefits of Innovation 76\u003c\/p\u003e \u003cp\u003eInnovating the Campaign 77\u003c\/p\u003e \u003cp\u003eBuilding the Package for the Sales Force 78\u003c\/p\u003e \u003cp\u003eBackground Materials 79\u003c\/p\u003e \u003cp\u003eTargeting 80\u003c\/p\u003e \u003cp\u003eThe Message and the Talk Track 81\u003c\/p\u003e \u003cp\u003eThe Professional Team and Qualifications 82\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Top-of-Mind Awareness Tools and Launch 83\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eParallel Marketing Efforts for Persistent Issues 85\u003c\/p\u003e \u003cp\u003eTargets, Tracking, Reporting 86\u003c\/p\u003e \u003cp\u003eThe Launch Call 86\u003c\/p\u003e \u003cp\u003eStage 4: DEPLOY\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Transforming How You Sell: What’s New, What Isn’t 91\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Game Plan, Not Basic Coaching 92\u003c\/p\u003e \u003cp\u003eWhat You Are Setting Out to Do in the Deploy Stage 93\u003c\/p\u003e \u003cp\u003eTransformation, Not a Blitz 94\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 Steps to Full Deployment 97\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTracking, Refining, and Extending the Initiative 97\u003c\/p\u003e \u003cp\u003eWhat’s Next, What’s Next? 99\u003c\/p\u003e \u003cp\u003eInitiatives May End, but the Process Doesn’t 100\u003c\/p\u003e \u003cp\u003eBuilding Relationships with Content Tools and Events 101\u003c\/p\u003e \u003cp\u003eSelling to Both Sides of the Client 103\u003c\/p\u003e \u003cp\u003eRoundtables and Other “Scale” Outreach Events 105\u003c\/p\u003e \u003cp\u003eKeep It Simple 107\u003c\/p\u003e \u003cp\u003eExtending Relationships into Other Initiatives 108\u003c\/p\u003e \u003cp\u003eThe Multiplier Effect and the Small-World Effect 108\u003c\/p\u003e \u003cp\u003eIndirect Sales: The Ultimate Payoff 109\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 Hunting or Farming? It’s Both: An Approach for New and Existing Clients 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Downsides of Account-Centric Farming (and Why Rock-Ripple Is Superior) 115\u003c\/p\u003e \u003cp\u003eEfficiencies on the Hunting Side 118\u003c\/p\u003e \u003cp\u003eWhere the Differences Come In 119\u003c\/p\u003e \u003cp\u003eIndirect Sales: The Big Difference 122\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 13 Where to Go from Here 125\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBoarding Call: The Destination, the Ticket 126\u003c\/p\u003e \u003cp\u003eIt Always Starts with What’s Next 127\u003c\/p\u003e \u003cp\u003eImplementing for an Individual 130\u003c\/p\u003e \u003cp\u003eImplementing across a Team 132\u003c\/p\u003e \u003cp\u003eImplementing across a Firm 136\u003c\/p\u003e \u003cp\u003eWhat’s Next? 137\u003c\/p\u003e \u003cp\u003eAppendix A: Books for Further Reading 139\u003c\/p\u003e \u003cp\u003eAppendix B: Strategic Initiative Checklist 143\u003c\/p\u003e \u003cp\u003eAppendix C: Key Concept: ROCK-RIPPLE 149\u003c\/p\u003e \u003cp\u003eAppendix D: The Four-Stage Process 153\u003c\/p\u003e \u003cp\u003eAppendix E: Idea-Starters and Tools 159\u003c\/p\u003e \u003cp\u003eAbout the Companion Website 165\u003c\/p\u003e \u003cp\u003eAbout the Authors 167\u003c\/p\u003e \u003cp\u003eIndex 169\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49406912266583,"sku":"9781118728147","price":35.62,"currency_code":"GBP","in_stock":false}],"url":"https:\/\/bookcurl.com\/products\/selling-professional-and-financial-services-handbook-website-9781118728147","provider":"Book Curl","version":"1.0","type":"link"}