Flexing Your Sales Muscle

Hulett, Kirk
November 2009
Journal of Financial Planning;Nov/Dec2009 Practice Management Sol, p22
Academic Journal
The article offers tips to strengthen market prospecting and sales force upon the weakening economy. According to the author, incomes are down by 40 percent and have driven clients pessimistic and untrusting caused by the economic meltdown in 2008. Moreover, seven steps are presented to analyze the basic sales process including the establishment of rapport, commitment setting between the firm and clients, and goal setting. A flowchart is also presented that outlines the basic sales process.


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