"This is one of the best-written sales books I've read. Theaction steps and skill builders help put words to action. Thisbelongs on the shelf of every sales professional in the financialservices business."
—Robert B. Plybon
Plybon & Associates
Past President, Million Dollar Round Table
"22 Keys to Sales Success makes a great educational textfor the financial professional. It presents new ideas for theexperienced adviser while also reinforcing historical bestpractices. For the less-experienced adviser, it serves as aneffective primer on how to build a successful practice. Don't missthe resources guide in the back of the book--that alone is worththe price of admission!"
—Barry G. Knight
Senior Vice President and Director of Sales Development, PioneerInvestments
"With this book, Jim Benson and Paul Karasik share theirexpertise on a number of important skills--such as developingclient and professional relationships, ascertaining and servingclient needs, and formulating, implementing, and adjustingmultifaceted plans--in a clear, articulate, and practical way.22 Keys to Sales Success provides the next generation ofproducers and leaders the tools they need to be successful in thisever-changing industry."
Executive Vice President, Association for Advanced LifeUnderwriting (AALU)
Paul Karasik is the president of The Business Institute,a sales and management training and consulting company. He hasdevoted eighteen years to helping America's financial industryprofessionals achieve their goals.
Paul is the author of six business classics, including SweetPersuasion, How to Make It Big in the Seminar Business, andSeminar Selling: The Ultimate Resource Guide for MarketingFinancial Services.
He is the founder of the American Seminar Leaders Associationand a popular presenter at professional conferences and seminarsthroughout North America.