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Storyselling for financial advisors : how top producers sell : [electronic book] /

By: West, Scott.
Contributor(s): Anthony, Mitch | ProQuest [vendor].
Publisher: [s.l.] : Dearborn Trade Publishing, 2000Description: 1 online resource (256 pages). Ill. ; cm.Content type: text Media type: computer Carrier type: online resourceISBN: 9781597341554.Subject(s): Investment advisors | Marketing | Psychological aspects | Selling | StorytellingOnline resources: Access ebook here
Contents:
Contents -- Preface -- How to put half of your client's brain to sleep -- Why statistics don't sell and stories do -- Learning to speak the language of the right brain -- What's your gut feeling? How decisions really get made -- Becoming a better storyseller -- Reading and leading others : the 30-second body language read -- How Socrates can help you reach your sales quota -- How self-deprecation and wit will get you further than self-promotion -- Making the intuitive leap with your client -- Using analogies and metaphors to move your clients and products -- Storyselling in desirable markets -- Telling the story of the affluent -- Telling the story of the 65+ -- Telling the woman's story -- Let me tell you a story -- The metaphorical magic of Warren Buffett -- Let me tell you a story : storyselling illustrations, analogies, and metaphors -- Index.
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Holdings
Item type Current library Call number Status Date due Barcode Item holds
Ebook Ebook ATU Sligo Yeats Library eBook Proquest Ebook (Browse shelf(Opens below)) Available Online
Total holds: 0

Includes index.

Contents -- Preface -- How to put half of your client's brain to sleep -- Why statistics don't sell and stories do -- Learning to speak the language of the right brain -- What's your gut feeling? How decisions really get made -- Becoming a better storyseller -- Reading and leading others : the 30-second body language read -- How Socrates can help you reach your sales quota -- How self-deprecation and wit will get you further than self-promotion -- Making the intuitive leap with your client -- Using analogies and metaphors to move your clients and products -- Storyselling in desirable markets -- Telling the story of the affluent -- Telling the story of the 65+ -- Telling the woman's story -- Let me tell you a story -- The metaphorical magic of Warren Buffett -- Let me tell you a story : storyselling illustrations, analogies, and metaphors -- Index.

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