000			02112nam a22004093i 4500
999			_c266158 _d266158
003			MiAaPQ
005			20230810110843.0
006			m |o d||
008			170911s2000 xx |o d| ||||0 eng d
020			_a9781597341554 _q(electronic bk.)
020			_z9780793136643
035			_a(MiAaPQ)EBC226209
035			_a(Au-PeEL)EBL226209
035			_a(OCoLC)45729823
040			_aMiAaPQ _beng _erda _epn _cMiAaPQ _dMiAaPQ
100	1		_aWest, Scott.
245	1	0	_aStoryselling for financial advisors : _bhow top producers sell : _h[electronic book] /
264		1	_a[s.l.] : _bDearborn Trade Publishing, _c2000.
300			_a1 online resource (256 pages). _bIll. ; _ccm.
336			_atext _btxt _2rdacontent
337			_acomputer _bc _2rdamedia
338			_aonline resource _bcr _2rdacarrier
500			_aIncludes index.
505	0		_aContents -- 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.
650		0	_aInvestment advisors.
650		0	_aMarketing.
650		0	_aPsychological aspects.
650		0	_aSelling.
650		0	_aStorytelling.
700	1		_aAnthony, Mitch.
856	4	0	_uhttp://ebookcentral.proquest.com/lib/atu/detail.action?docID=226209 _zAccess ebook here
710			_aProQuest _evendor
998			_en
942			_cSG_12