22 Keys to Sales Success: How to Make It Big in Financial Services Book

	Preface
	Introduction	1
Key 1	Take control of the sale	5
Key 2	Focus on clients, not compensation	13
Key 3	Position with mission	23
Key 4	Go long and deep	31
Key 5	You've got to believe	43
Key 6	Don't be afraid to walk away : Jim's epiphany	51
Key 7	Give them something to say "yes" to	59
Key 8	Develop a marketing rhythm	65
Key 9	Follow the 60-20-20 rule	73
Key 10	Automate your sales process	81
Key 11	Open the Johari window	87
Key 12	Market yourself as the expert	97
Key 13	Generate new business with existing clients	105
Key 14	Master the art of communication	111
Key 15	Demand objections	119
Key 16	Always be closing	127
Key 17	Be your own sales manager	135
Key 18	Cultivate your referrals	141
Key 19	Create your compelling vision	147
Key 20	Close more sales with scripting	157
Key 21	Make them love you	165
Key 22	Energize your success	171
	Resources	179