In the past few years, the financial industry has undergone dynamic structural changes that have deeply affected the sales process. Bruised by market volatility, today’s consumer is skeptical and demands more for less. You need fresh approaches to sell in today’s tough marketplace.
Here are the 22 Keys that can help any financial professional make more money, work less and maximize his or her potential. Industry leaders Jim Benson and Paul Karasik combine their personal experience with the shared wisdon 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 ways to snap a sales slump
  • Ten ways to get your clients to say “Yes”
  • Four simple steps to generate new business with current clients
  • Five guidelines for overcoming objections
  • Six sample scripts to make your closing ratios soar

Whether you’ve been in business for years or are just beginning, each key will unlock a new door on your path to sales success.


This book will change your life. Learn the best practices of the highest-producing nancial services professionals and you are guaranteed to exceed all of your sales goals. Regardless of your experience level in the business, each key will unlock a new door on your path to sales success, with proven actionable strategies and techniques. The keys include powerful scripts, checklists, quizzes, and lots more.
Published by Bloomberg Press, 203 pages, hardcover