"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."
Executive Vice President, Association for Advanced Life Underwriting (AALU)
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.