22 Keys to Sales Success : How to Make It Big in Financial Services

In a series of 22 chapters, Benson (John Hancock) and Karasik (The Business Institute) offer their personal advice on establishing a career in selling financial products and services. Their recommendations include maintaining influence over a potential client's state of mind, believing in the product, regularly devoting a block of time to research, mirroring the client's communication style, and writing a sales script. Annotation 2004 Book News, Inc., Portland, OR (booknews.com)