In today's precarious financial climate, it pays to build client relationships that can weather good markets and bad. Consultative selling, an innovative sales approach with an emphasis on gaining a thorough understanding of the client's point of view, should promise brokers greater client loyalty and retention, deeper asset penetration, fewer customer complaints and more referrals.
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1 of 12 people found the following review helpful:
4.0 out of 5 stars
You too can be a chocolate fonzie!,
By A Customer
This review is from: The Broker's Edge: How to Sell Securities in Any Market (Prentice-Hall Career & Personal Development) (Hardcover)
This wonderful tome, with its flowing prose, can teach even the most broken down of brokerage horses how to be a top producing stockbroker. Perfect reading in that rented cessna with the horse down below in the cargo bay or on the beach in Monaco on a "business lunch". More fun to read than a pile of GONEX prospecti.
0 of 11 people found the following review helpful:
5.0 out of 5 stars
Push Product!!,
By A Customer
This review is from: The Broker's Edge: How to Sell Securities in Any Market (Prentice-Hall Career & Personal Development) (Hardcover)
I've been a managing director for over 20 years on the street and if my brokers had this resource I would have won a lot more trips to the South of France and other exotic locales. For every broker with a book this is a must read.
1 of 19 people found the following review helpful:
5.0 out of 5 stars
Don't take a hit to your book!,
By A Customer
This review is from: The Broker's Edge: How to Sell Securities in Any Market (Prentice-Hall Career & Personal Development) (Hardcover)
I've been a managed director on The Street for over twenty years and I've seen a lot of retail stockbrokers come and go. If your book is taking a hit due to the internet this is a must read. I'm sipping chardonay and working on the backswing.
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