Storyselling for Financial Advisors : How Top Producers Sell |
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| Title: | Storyselling for Financial Advisors : How Top Producers Sell |
| Author: | Scott West
Mitch Anthony |
| Publisher: | Kaplan Business |
| Type: | Book / Hardcover |
| Publication Date: | 12 January, 2000 |
| ISBN / ISBN-13: | 0793136644 / 9780793136643 |
| List Price: | $30.00 |
| You Save: | $13.97 |
| Amazon Price: | $16.03 |
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This book is also available, brand-new, from 3rd-party marketplace sellers at Amazon.com, from $13.99.
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Editorial Review / Publisher's Information:
Product Description
Using similes, metaphors, anecdotes, illustrations, and asking open-ended questions, then really listening to clients' stories, histories and backgrounds can elicit valuable information. Highly persuasive individuals and many of the top financial professionals use this communication style intuitively, making deep human connections with their clients. From this deeper understanding, they are better able to serve clients' financial needs--and sell more effectively in the process. The authors explain the process of making these intuitive connections, then translate their findings into understandable and practical strategies that any financial professional can use. They present actual stories,including many by one of the greatest "storysellers" of all time--Warren Buffet--that can help financial pros tap into the "gut reaction" of different types of clients, all the while engaging both sides of the brain. Right-brain, "story selling" persuasion techniques offer: * insights to get others to tell their stories
* techniques for making an intuitive leap with the client
* strategies for tapping into the affluent market
* ways to approach women investors to tell their stories
* tactics that address the unique stories behind generational investors
* methods for using stories to illustrate common investment concepts such as compound interest, growth and value, retirement and more
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Customer Reviews:
• Financial Storyselling
01 November, 2009
This is an excellent book that goes to the heart of interpersonal communication in regards to the marketing of financial services but the principals laid out really do apply to any walk of life. Of course, the art of persuasion can be either for good or for greed in this case. I would hope that whoever sits down with individuals and families has it within them to do the right thing and provide financial services for their customer's needs and not just to create personal revenue from a transaction. I was part of a financial seminar given for financial advisers in which Mr. West was a speaker. He indeed embodies the content of this book and I'm sure would have been wildly successful in any avenue of sales or whatever he pursued.
- Amazon Customer Review
• Great Information To Touch Into Customer Emotions.
16 January, 2010
My disclaimer: As with any opinion, it is only my opinion and these reviews will vary depending on who reads the book and what the reader is looking for. I look for ways to improve businesses, sales, and my life. This book met my expectations.
On a 1 to 5 scale, 5 being the best:
Readability: 5 This book reads well and is easy to understand. Of course, one of the writers is Mitch Anthony who also wrote Selling with Emotional Intelligence, so I expected some of the same style. Transcontinental flight worthy. A good read.
Information and new ideas: 4 The ideas weren't all new, but they were well organized for understanding.
Applicable Ideas: 5 Many of the ideas were very applicable. I borrowed some of them as usual to incorporate in the the trainig programs that I design.
Value: 5 I should have paid more a great value.
A 5 overall, great ideas to use and a fine book to put on my shelf. When selling, people will use emotions to make a final decision. Yes, they narrow it down with logic, but in the end it all depends how it feels. Using stories is just one way to touch a customer's emotions.
Thank you Mr. West and Mr. Anthony.
Rip Walker
Author: Rip's Book of Common Sense Selling: Improving Sales Through Process Implementation
- Amazon Customer Review
• A Disappointment To Say The Least
17 June, 2009
Let me give you the gist of this book...."Selling by telling a story works better!".
Well, D'uh!! I knew that...that is why I got the book. The whole book keeps on going over and over how important selling with a story is and how good it is for your business. Yes, we know that....now show us some stories.
It has very few stories in the back...other than that, the author wants you to understand that you should sell by telling stories.
Did I say that enough times already??? Cause the book keeps on going trying to convince you without giving much stories.
- Amazon Customer Review
• For Fundraisers, Too
04 April, 2009
Fundraisers: Don't judge this book by its title. I'm a big fan of reading outside the bubble of the fundraising industry. Every so often your reward is you run across a shockingly helpful business book that seems at first glance to have nothing to do with fundraising -- and yet is profoundly helpful with that difficult enterprise. This is one of those titles: Storyselling for Financial Advisors.
But you say, "I'm not a financial advisor." And I say, "Are you so sure, Ms. and Mr. Fundraiser?" You ask strangers to trust you with their hard-earned money, right? Well, this sage book will explain how to do that task far more effectively, especially with mid-sized to major donors, using proven techniques developed by top-selling financial advisors. Among the book's key points: put away your charts and graphs and learn to speak intelligently to the right side of the prospect's brain, the place where the emotions reside.
- Amazon Customer Review
• Great Book
22 December, 2009
This is a great book. This book teaches you howStoryselling for Financial Advisors : How Top Producers Sell to present financial concepts in everyday language. In a manner in which your client can relate to and not be confused. It allows your client to be a part of the decision making process and not fear you. It helps you develop the rapport you need to establish a great relationship with your client. Every financial advisor should be required to read this book before working with a client.
- Amazon Customer Review
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