Download or read book The New Art of Selling Intangibles written by LeRoy Gross and published by Marketplace Books. This book was released on 2003-12 with total page 308 pages. Available in PDF, EPUB and Kindle. Book excerpt: 'It's an invaluable resource for financial advisors, consultants, stockbrokers, and insurance agents alike."-- Keith Clark, DWC ConsultantsFinancial professionals often cringe at the thought of being in the business of 'selling." But selling is a key aspect of any financial professional's routine. Whether you're an advisor persuading a prospective client to hire you, a broker touting stocks, or an agent nudging a client toward an insurance policy or annuity - you're selling: The concept, the ideas -even yourself! Your 'product" is elusive - or intangible - making the challenges you face 'selling" even more complex.Now, turn to a cherished industry classic - The NEW Art of Selling Intangibles - for a full program of sales techniques specifically designed for financial professionals in their quest to: find clients, close clients, retain clients - and convince clients to make the right financial choices.This groundbreaking book was the first to integrate investment strategies with selling strategies exclusively targeted to financial professionals. Now - it's thoroughly updated, revised, and reworked to meet the needs of today's time-pressed professionals. Expanding on key issues, while weaving in new areas of concern - Korn presents a comprehensive program for winning.Learn to master every method needed to perfect your 'selling" skills - even if selling does not come naturally to you. You'll find.- 4 ways to get past 'No"- 11 top resources for finding prospects- 3 magic words to increase your sales power & income - instantly- Selling phrases - for everything from stocks, index funds & annuities to 529 plans- Closing techniques - and scripts - for every situation- How to heat up 'Cold Calls" and warm up prospects.Plus - methods for developing proper asset allocation strategies - and convincing clients to embrace them. Yes, there still is an 'art" to selling intangibles. Now - master the art yourself - with the proven methods featured in this new work.
Download or read book The Art of Selling Intangibles written by LeRoy Gross and published by Prentice Hall Press. This book was released on 1988 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The Art of Selling Intangibles written by LeRoy Gross and published by Prentice Hall. This book was released on 1985-01-01 with total page 314 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book THE NEW ART OF SELLING written by ELMER G. LETERMAN and published by . This book was released on 1957 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Selling The Intangible written by Michelle Miller and published by Independently Published. This book was released on 2021-09-20 with total page 108 pages. Available in PDF, EPUB and Kindle. Book excerpt: I wholeheartedly agree with Meera Kothand. Just a few additional points I might add: One thing that makes it seem easier to sell tangible goods is the ability of a seller to give the buyer a sensory experience. You can touch, feel, experience the product and begin to sell yourself on it. It's why salespeople at auto dealerships are so keen on getting you behind the wheel for a test drive. But some sellers over-rely on the product, then, to sell itself. They don't personalize the benefits or help make the connection that will be of value to the buyer. Take away the tangible. and these same sellers suddenly have to depend on their own ability to describe and magnify value. Some can and some cannot. When selling intangibles, you have to be a good storyteller so your buyer can visualize the experience that they can't physically have. You have to demonstrate value in a way that isn't experiential. When selling tangibles, you should be using this same approach to personalize the experience and magnify the value. Instead of thinking one or the other of those pairs will be easier, consider the following: What is the length of the usual sales cycle for each -- does one seem "too long" to you? Which interests you the most, which do you like to talk about? The reason I suggest considering the above is that all of those are "easy" to sell when you like what you're selling and can live with the length of the sales cycle.
Download or read book How to Sell Intangibles written by Abbott P. Smith and published by . This book was released on 1958 with total page 168 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Moneyball The Art of Winning an Unfair Game written by Michael Lewis and published by W. W. Norton & Company. This book was released on 2004-03-17 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: Michael Lewis’s instant classic may be “the most influential book on sports ever written” (People), but “you need know absolutely nothing about baseball to appreciate the wit, snap, economy and incisiveness of [Lewis’s] thoughts about it” (Janet Maslin, New York Times). One of GQ's 50 Best Books of Literary Journalism of the 21st Century Just before the 2002 season opens, the Oakland Athletics must relinquish its three most prominent (and expensive) players and is written off by just about everyone—but then comes roaring back to challenge the American League record for consecutive wins. How did one of the poorest teams in baseball win so many games? In a quest to discover the answer, Michael Lewis delivers not only “the single most influential baseball book ever” (Rob Neyer, Slate) but also what “may be the best book ever written on business” (Weekly Standard). Lewis first looks to all the logical places—the front offices of major league teams, the coaches, the minds of brilliant players—but discovers the real jackpot is a cache of numbers?numbers!?collected over the years by a strange brotherhood of amateur baseball enthusiasts: software engineers, statisticians, Wall Street analysts, lawyers, and physics professors. What these numbers prove is that the traditional yardsticks of success for players and teams are fatally flawed. Even the box score misleads us by ignoring the crucial importance of the humble base-on-balls. This information had been around for years, and nobody inside Major League Baseball paid it any mind. And then came Billy Beane, general manager of the Oakland Athletics. He paid attention to those numbers?with the second-lowest payroll in baseball at his disposal he had to?to conduct an astonishing experiment in finding and fielding a team that nobody else wanted. In a narrative full of fabulous characters and brilliant excursions into the unexpected, Michael Lewis shows us how and why the new baseball knowledge works. He also sets up a sly and hilarious morality tale: Big Money, like Goliath, is always supposed to win . . . how can we not cheer for David?
Download or read book Beyond Greed and Fear written by Hersh Shefrin and published by . This book was released on 2002 with total page 410 pages. Available in PDF, EPUB and Kindle. Book excerpt: Even the best Wall Street investors make mistakes. No matter how savvy or experienced, all financial practitioners eventually let bias, overconfidence, and emotion cloud their judgement and misguide their actions. Yet most financial decision-making models fail to factor in these fundamentals of human nature. In Beyond Greed and Fear, the most authoritative guide to what really influences the decision-making process, Hersh Shefrin uses the latest psychological research to help us understand the human behavior that guides stock selection, financial services, and corporate financial strategy. Shefrin argues that financial practitioners must acknowledge and understand behavioral finance--the application of psychology to financial behavior--in order to avoid many of the investment pitfalls caused by human error. Through colorful, often humorous real-world examples, Shefrin points out the common but costly mistakes that money managers, security analysts, financial planners, investment bankers, and corporate leaders make, so that readers gain valuable insights into their own financial decisions and those of their employees, asset managers, and advisors. According to Shefrin, the financial community ignores the psychology of investing at its own peril. Beyond Greed and Fear illuminates behavioral finance for today's investor. It will help practitioners to recognize--and avoid--bias and errors in their decisions, and to modify and improve their overall investment strategies.
Download or read book Complete Guide to Selling Intangibles written by Abbott P. Smith and published by . This book was released on 1971 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Finance for Normal People written by Meir Statman and published by Oxford University Press. This book was released on 2017 with total page 489 pages. Available in PDF, EPUB and Kindle. Book excerpt: Finance for Normal People teaches behavioral finance to people like you and me - normal people, neither rational nor irrational. We are consumers, savers, investors, and managers - corporate managers, money managers, financial advisers, and all other financial professionals. The book guides us to know our wants-including hope for riches, protection from poverty, caring for family, sincere social responsibility and high social status. It teaches financial facts and human behavior, including making cognitive and emotional shortcuts and avoiding cognitive and emotional errors such as overconfidence, hindsight, exaggerated fear, and unrealistic hope. And it guides us to banish ignorance, gain knowledge, and increase the ratio of smart to foolish behavior on our way to what we want. These lessons of behavioral finance draw on what we know about us-normal people-including our wants, cognition, and emotions. And they draw on the roles of these factors in saving and spending, portfolio construction, returns we can expect from our investments, and whether we can hope to beat the market. Meir Statman, a founder of behavioral finance, draws on his extensive research and the research of many others to build a unified structure of behavioral finance. Its foundation blocks include normal behavior, behavioral portfolio theory, behavioral life-cycle theory, behavioral asset pricing theory, and behavioral market efficiency.
Download or read book Valuation Of Equity Securities History Theory And Application written by Poitras Geoffrey and published by World Scientific Publishing Company. This book was released on 2010-12-21 with total page 764 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book provides a comprehensive and rigorous treatment of academic and practitioner approaches to equity security valuation. Guided by historical and philosophical insights, conventional academic wisdom surrounding the ergodic properties of stochastic processes is challenged. In addition, the implications of a general stochastic interpretation of equity security valuation are provided. Valuation of Equity Securities will also be a good reference source for students and professionals interested in the theoretical and practical applications of equity securities.
Download or read book Inspiring Sustainable Behaviour written by Oliver Payne and published by Routledge. This book was released on 2013-05-07 with total page 194 pages. Available in PDF, EPUB and Kindle. Book excerpt: What is the answer to inspiring sustainable behaviour? It starts with a question – or nineteen. With this simple and inspiring guide you'll learn how to ask for persistent, pervasive, and near-costless change by uncovering our hidden quirks, judgmental biases, and apparent irrationalities. The only change you'll need to make is how you ask. Businesses, larger or small, will soon have to cut costs and cut carbon, irrespective of the products they sell, or the services they perform. National government has structural policy and legislative needs, and local government has implementation and documentation needs. Indeed, the new UK government coalition’s approach to transport is simply ‘cut costs and cut carbon’. Set against this there is an increasing sense that popular culture and popular science are congregating around a desire to understand who we are and how we behave. The recent rise of behavioural economics is a testament to this as well as the relevance of environmental psychology. Allied to this is a sense that big business is forging ahead with plans to account for and mitigate carbon emissions without the marketing and communications departments being able to help or communicate this effectively either through their own efforts or those of their communication agencies. The ‘19 Different Ways to Ask for Change’ offer a solution to all these needs by pulling them together and showing that changing how we ask is near-costless, but its effects could be near-priceless. This book shows that simplification isn’t always the solution, an action can be the most successful question, and a default answer can be the most important. It explores why short-term memory tasks change our behaviour, how singing roads regulate speed, and that commitment gaps change outcomes; how our worry-profile is the same as an Argentinean farmer's, why knowledge of what kills you is irrelevant but asking about behaviour that kills is deadly, and what a chimpanzee’s tea-party tells us about the effect of ownership on decision-making. This timely book will be of great value to scholars and practitioners whose work relates to reducing carbon emissions with a particular emphasis on environmental psychology, behavioural economics, project design, and psychology. It offers practical solutions for policy makers and professionals in marketing and communications departments.
Download or read book Frame It Again written by José Luis Bermúdez and published by Cambridge University Press. This book was released on 2020-11-05 with total page 341 pages. Available in PDF, EPUB and Kindle. Book excerpt: Framing effects are everywhere. An estate tax looks very different to a death tax. Gun safety seems to be one thing and gun control another. Yet, the consensus from decision theorists, finance professionals, psychologists, and economists is that frame-dependence is completely irrational. This book challenges that view. Some of the toughest decisions we face are just clashes between different frames. It is perfectly rational to value the same thing differently in two different frames, even when the decision-maker knows that these are really two sides of the same coin. Frame It Again sheds new light on the structure of moral predicaments, the nature of self-control, and the rationality of co-operation. Framing is a powerful tool for redirecting public discussions about some of the most polarizing contemporary issues, such as gun control, abortion, and climate change. Learn effective problem-solving and decision-making to get the better of difficult dilemmas.
Download or read book The New Power Base Selling written by Jim Holden and published by John Wiley & Sons. This book was released on 2012-04-18 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt: An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success. Create Demand, as well as competitively Service Demand Quickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.
Download or read book A New Economic Theory of Public Support for the Arts written by Arnaldo Barone and published by Routledge. This book was released on 2015-12-14 with total page 307 pages. Available in PDF, EPUB and Kindle. Book excerpt: Should the arts receive public support? Can the arts survive in a modern capitalist society? Can economics shed light on the nature of public support, and whether there is a rationale for public intervention? This book undertakes to examine these questions as it explores the ways government and public resources are used to support the arts. This book applies a Veblenian approach to understanding economic development to investigate public support for the arts in an effort to determine whether this approach can elucidate economic rationales for public support. Divided into three parts, the first provides basic information on public support for the arts by surveying support in the United States and Australia. Part two includes a neoclassical overview of the topic while part three presents Veblen’s ideas on economic development. This book will be of interests to researchers concerned with cultural and institutional economics, as well as political economy.
Download or read book Integrated Wealth Management written by Jean L. P. Brunel and published by Euromoney Books. This book was released on 2006 with total page 440 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is an examination of the management of portfolios of high net worth individuals (HNWIs). Jean L.P. Brunel identifies the factors which demand a different approach from that of traditional portfolio management strategy. He suggests a new approach to wealth management, proposing practical steps which will take you beyond the role of portfolio manager to that of "wealth manager". Punctuated by examples and case histories from the author's extensive experience, the book examines each aspect of wealth management in detail, such as the importance of investor psychology; how to maximize tax efficiency including a tax-efficient portfolio construction model; the implications of multiple asset locations; capital market opportunities and forecasting; strategic asset allocation; the importance of manager selection; and the multimanager approach. This ground-breaking book should show you the route to a more effective wealth management strategy. By understanding the needs of the individual investor, maximizing the tax efficiencies and applying a fully integrated approach you can become a successful "wealth manager." -- Publisher description.
Download or read book Think Like the Great Investors written by Colin Nicholson and published by John Wiley & Sons. This book was released on 2013-06-13 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: Achieve a new level of investing and trading success by defeating your worst enemy—yourself Successful trading relies on three vital skills: market analysis, money management, and decision-making. The first two are straightforward skills anyone can learn, but the third is much more difficult. Your ability to make the right decisions isn't based on hard facts, but psychological realities like your own temperament, your own biases, and the biases of other traders. In essence, you can only master the stock market when you master yourself first, and that starts with making the right decisions habitually. Think Like the Great Investors is organised into four distinct parts that show you how to understand your own temperament, the psychology of the market as a whole, your own biases and decision-making errors, and how to practically apply your understanding of these factors into your decision-making system. Written by highly respected investment teacher, speaker, and writer Colin Nicholson Ideal for both inexperienced traders who want to lower their risk as well as experienced traders who lack that one final piece in the trader's skillset For anyone looking for that final piece of the investing puzzle, the answer is right here. With Think Like the Great Investors, you'll leap beyond the final hurdle to super-successful investing . . . yourself.
