Values-Based Selling : The Art of Building High-Trust Client Relationships [Hardcover]

Bill Bachrach (Author), Tom Klare (Illustrator)

Product Details

• Hardcover: 368 pages
• Publisher: Aim High Publishing; 1st edition (May 1996)
• Language: English
• ISBN-10: 1887006001
• ISBN-13: 978-1887006002
• Product Dimensions: 9.1 x 6.3 x 1.4 inches
• Shipping Weight: 1.8 pounds
• Average Customer Review: 4.2 out of 5 stars  See all reviews (13 customer reviews)
• Amazon Best Sellers Rank: #269,719 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

43 of 46 people found the following review helpful:

5.0 out of 5 stars Should Be: "Values Based Relationships", May 10, 2000

By 

Al the Pal "Al the Pal" (The Fruited Plain, United States) - See all my reviews

This review is from: Values-Based Selling : The Art of Building High-Trust Client Relationships (Hardcover)

This book is not so much about selling as it is the way you relate to your clients. I read this several years ago and did not really start using the techniques in earnest until I went to Bill's "Values Based Academy" last June. The academy is also a recommended activity, but read the book first; better yet, get Bill's "Mastery System" that includes the book, video and cassette tapes and other supporting materials. If nothing else, I know more about my clients and am able to make more appropriate recommendations to them. It makes the discovery process in financial planning much smoother. I have not yet been able to semi-retire and make more money, but I am making more money. I find that my referral level has increased.

It is an easy read, but pay attention and practice, practice, practice!

23 of 23 people found the following review helpful:

5.0 out of 5 stars Outstanding Book, but only for the right people, August 27, 2004

By 

Brian A. Voss - See all my reviews
(REAL NAME)   

This review is from: Values-Based Selling : The Art of Building High-Trust Client Relationships (Hardcover)

In all honesty I never write reviews, but the the negative ones that I read prompted me to do this. The fact is those who commented negatively on the book read it but never attempted to implement the process. Being an investment representative, IN A BANK, I have to say that this process does work, and it is not merely asking clients what is important about money to them.

Who this book is NOT for:
People who only want to sell investments
People who enjoy a commission based business
People who only care about their clients investments, not their values

Who this book IS for:
People who want to get beyond the superficial sales approach
People who want to transition to fee based planning
People who want to help clients achieve their financial goals

Why the negative comments are flat out wrong:
One reviewer makes the comment that you don't need the book, just sit down with your clients and "make the decisions you would make for yourself." Obviously this reader hardly made it into the 4th chapter of the book. The entire book is dedicated to the fact that your job as a planner is to come to an intimate understanding of what is important to your client, NOT what is important to you. So making the decisions you would make for yourself has no place in professional financial planning.

Another reader commented that he was taught in his first week of securities training to ask what is important about money to his clients. Again, the reviewer is off topic. This book is not about killer closes, or finding your clients hot buttons like most security training emphasizes. Instead, it describes a logical, repeatable method for building trust with your clients. It does not teach quick sell techniques.

Lastly, the reviewer who says it won't work in the banking industry is wrong. I am a retail based financial consultant IN A BANK, and have used this method countless times to procure and retain quality clients.

Closing remarks:
This book and it's contents are not magical. Reading it will not make you money, will not give you more time off, will not make you a better financial planner, better investment rep or better insurance sales person.

Only by implementing the ideas in the book, exactly as described, will you get any result. So if you want to get away from being a salesperson, and become a trusted advisor, buy this book. If you are looking for some good, quick sell techniques, look elsewhere.

Buy books from Zig Zigler to learn to sell, buy this Book to become a trusted financial advisor.

25 of 28 people found the following review helpful:

5.0 out of 5 stars Take a lot more time off and make more money in less time ., May 12, 1999

By A Customer

This review is from: Values-Based Selling : The Art of Building High-Trust Client Relationships (Hardcover)

Values-Based Selling is the next generation in selling. It definitely differentiates you from everyone else. It is the 'new school' of selling. Nothing else teaches you how to build trust on purpose and in the first 3-5 minutes of a conversation with a prospect. It is a must read for those who want to reach their next level of success and everyone has a next level. If you want to make a lot more money in less time, not do any prospecting, and have an even better quality of life, read and implement Values-Based Selling.