Download Closing Techniques (That Really Work!) (4th Edition) by Stephan Schiffman PDF

By Stephan Schiffman

Ebook Date: February 18, 2009

Many salespeople can line up clients, recite some great benefits of their services or products, and stir the curiosity in their consumer. but if it involves truly last the deal, they fail and the sale falls aside. That's the place revenues guru Stephan Schiffman comes in--and saves the sale. during this e-book, Schiffman finds the pioneering thoughts that experience helped greater than part one million salespeople nail the revenues that topic. This e-book contains chapters on: the 4 phrases to prevent in the course of conferences; why salespeople shouldn't combine company with excitement; an important note whilst last a sale; and dealing latest debts.

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Extra resources for Closing Techniques (That Really Work!) (4th Edition)

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O n e problem the Allied faces with respect to a current account is that, unlike the larger societies its branch coverage is not as good as it would like being too heavily concentrated around its h o m e area. T h e weaknesses of the branch network would also affect any chequebook account launched, because a customer would not have access to his/her money throughout the country. O n e possible solution to this problem would be to use Allied Estate Agents and branch agencies as alternative distribution outlets, b u t this would require considerable development of the society's I T capability to allow reasonable clearance times and security.

The personal market Disintermediation resulted in a change in the composition of personal wealth with shares in m u t u a l funds becoming increasingly important. A corollary of this development was an increase in the d e m a n d for portfolio m a n a g e m e n t services, m u c h of which was supplied by the banks themselves. T h e banks began to develop fund m a n a g e m e n t services to meet this growing d e m a n d either directly or in joint ventures with insurance companies. In developing these services the banks aimed to build on their image of reliability, convenience and on the loyalty of existing customers.

T h e review found the corporate print to be of reasonable quality, b u t not distinctive. A three-spoked roundel whose h u b encapsulated the letter Ά ' , as in Allied, formed the corporate logo. T h e corporate colour, royal blue, as used in signage and stationery was also used for the logo. Apart from looking very similar to the logo used by Daimler Benz, the three-spoked roundel appears bland and somewhat anonymous. T h e use of corporate blue in the logo and typeface exacerbates the distinctiveness problem in two ways.

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