Table of Contents

introduction take control of the sale focus on clients, not compensation position with mission go long and deep you've got to believe don't be afraid to walk away: jim's epiphany give them something to say "yes" to develop a marketing rhythm follow the 60-20-20 rule automate your sales process open the johari window market yourself as the expert generate new business with existing clients master the art of communication demand objections always be closing be your own sales manager cultivate your referrals create your compelling vision close more sales with scripting make them love you energize your success

About the Author

james m. benson is president and chief executive officer of john hancock life insurance company, a division of manulife financial corporation. overseeing insurance and annuity sales, marketing, and distribution operations, he is responsible for all of the company's distribution channels. prior to joining hancock, he was president of metlife's individual business unit and was also chairman and chief executive officer of new england financial, as well as chairman, president, and chief executive officer of genamerica financial corporation. before joining new england financial and metlife, jim held the dual position of president and chief operating officer of equitable companies, inc. and was chief executive officer of its flagship life insurance operation, equitable life assurance society. from 1968 to 1984, he held a variety of positions in sales, marketing, and product development with pacific mutual life insurance company. paul karasik is the president of the business institute, a sales and management training and consulting company. he has devoted eighteen years to helping america's financial industry professionals achieve their goals. paul is the author of six business classics, including sweet persuasion, how to make it big in the seminar business, and seminar selling: the ultimate resource guide for marketing financial services. he is the founder of the american seminar leaders association and a popular presenter at professional conferences and seminars throughout north america.

Reviews

"Jim Benson and Paul Karasik have written an easy-to-read-and-understand, cram-packed guide to proven successful selling techniques. I would categorize this book as a 'must-read' for new sales professionals and a 'you better read' for seasoned sales professionals." ?Albert J. "Bud" Schiff CEO, NYLEX Benefits Past President, Association for Advanced Life Underwriting (AALU) Past Chairman, International Top of the Table "This is one of the best-written sales books I've read. The action steps and skill builders help put words to action. This belongs on the shelf of every sales professional in the financial services business." ?Robert B. Plybon Plybon & Associates Past President, Million Dollar Round Table "22 Keys to Sales Success makes a great educational text for the financial professional. It presents new ideas for the experienced adviser while also reinforcing historical best practices. For the less-experienced adviser, it serves as an effective primer on how to build a successful practice. Don't miss the resources guide in the back of the book--that alone is worth the price of admission!" ?Barry G. Knight Senior Vice President and Director of Sales Development, Pioneer Investments "With this book, Jim Benson and Paul Karasik share their expertise on a number of important skills--such as developing client and professional relationships, ascertaining and serving client needs, and formulating, implementing, and adjusting multifaceted plans--in a clear, articulate, and practical way. 22 Keys to Sales Success provides the next generation of producers and leaders the tools they need to be successful in this ever-changing industry." ?David Stertzer Executive Vice President, Association for Advanced Life Underwriting (AALU)