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Average customer rating:
- Helpful but unrealistic
- Cold Calling is Still the weapon of choice in the 21st Ceuntury
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Top Gun Prospecting for Financial Professionals
D. Scott Kimball
Manufacturer: Kaplan Business
ProductGroup: Book
Binding: Hardcover
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Similar Items:
- Top Gun Financial Sales: How to Double or Triple Your Results While Reducing Your Book
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ASIN: 0793178398
Release Date: 2003-10-01 |
Book Description
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.
Author and financial services professional Scott Kimball advocates that reps cut their book, or client base, dramatically and follow his proprietary prospecting process. Called the ""Top Gun"" method after the renowned U.S. Navy flight school, this process provides individuals with the strategies and tactics they need to perform at levels usually never reached by the average financial salesperson.
Kimball's Top Gun Prospecting for Financial Professionals is the only book to focus on prospecting for the financial services professional. 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.
Readers will learn 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.
* Approach prospects so they agree to a meeting to discuss their financial situations.
Customer Reviews:
Helpful but unrealistic.......2006-06-03
As a financial advisor who built his book partially from cold-calling, it was refreshing to see that somebody else understands that it is a powerful business builder. However, a lot of what I read appeared to be unrealistic. For example, the author claims to coldcall everyday, yet, has been in the business for 20 plus years and limits his practice to 50 households.
Cold Calling is Still the weapon of choice in the 21st Ceuntury.......2005-06-23
I read this book in one sitting. I think it is remarkable, not for the techniques (nothing new), but that cold calling is so highly endorsed by someone who specializes in the high roller client base. I believe that the financial services field is the Army Ranger unit of professional selling. These guys make their living off a group of people extremely savvy and resistant to sales people.
His motivation is remarkable and made me want to get back on the phone. I appreciate his staightforward style and his comparison of cold calling with other techniques such as seminar selling and mail out leads.
I highly recommend it.
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