Top Gun Prospecting for Financial Professionals

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Kimball, Scott

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ISBN:9780793178391
Editorial: Dearborn Trade Publishing
Fecha de la edición:2003
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Dimensiones: 0 cm x 0 cm
Nº Pág.:224
Idiomas:Ingles,Inglés

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/ Inversión y Financiación

Prospecting, the process of contacting the right people with the idea of converting them to customers, is a critically important activity in the sales process. Since the stock market decline in 2000, financial professionals - many for the first time - are finding they need to prospect for customers. This book argues that reps should cut their client base and follow the author's proprietary prospecting process. Called the "Top Gun" method after the renowned US Navy flight school, this process provides individuals with the strategies and tactics they need to perform at levels above that of the average salesperson. It covers all aspects of the process, including contact management systems, lists, advertising, cold calling, direct mail, networking, seminars, referrals, the Internet, attitude and time management. The book aims to show readers how to execute and track the success of the four major prospecting process components; identify new, rich sources for clients; maximize the efficiency of the filtering/qualifying process, ensuring that salespeople meet only with highly qualified, "ripe" prospects; and approach prospects so they agree to a meeting to discuss their financial situations.