Profit-Rich Sales for Lenders, Brokers, and Private Bankers - Hardcover

Roxanne Emmerich

Hardcover

ISBN 10: 1890965073 ISBN 13: 9781890965075

Publisher: Banner Press, 2005

Synopsis

The Proven Secrets Guaranteed to Close More Deals at Premium Pricing. Consider what it would mean if your closing ratio was 90% on all sales presentations AND you were being consistently paid a premium over your competitors. What would it mean if you understood all the rules of the game more completely so that you encountered fewer surprises and had more control over your sales cycle? What if the all-too-common “sales slap,” where your prospects end up dictating the deal from start to finish, could be avoided completely? Is it worth the effort to learn a system that guarantees these kinds of results? We’ve been told thousands of times it is well worth the effort. Once you begin to implement the Profit-Rich Sales System™, results will inevitably follow, just as they have with thousands before you. A mortgage lender from Ohio increased his production TEN TIMES above his otherwise highest production month within thirty days of attending our Sales and Marketing Boot Camp. Several banks reported booking over 90 percent of loans that cleared credit committee—up from 30 percent on average. Investment representatives across the nation repeatedly tell stories of winning out against tough competitors in multi-million dollar deals. When a system is followed, results are predictable. If you follow this system, you WILL experience quantum leaps in your business. If it feels like sales, you’re doing something wrong! Finally, a sales system that allows you to uphold your dignity by being recognized as a problem-solving expert worth premium pricing and undivided attention.

About this title

About the Author:

Roxanne Emmerich is the most in-demand transformation agent in financial services today due to her astonishing ability to create profound change. Repeatedly and predictably, she helps clients double, triple, and quadruple their growth rates within six months. Hundreds of clients have doubled their customer satisfaction scores within 30 days of one session with her. Roxanne is the CEO of The Emmerich Group, whose client list includes the top-performing financial services firms in the country—and those that are wildly committed to being on that list. One of her previous books, Profit-Growth Banking, has been repeatedly referred to as the “bible of successful banking.” As a result of her record-breaking careers in both banking and brokerage, she was regularly asked to share her strategies with colleagues at industry conferences. Years later, Sales and Marketing Management magazine named her as one of the twelve most requested speakers in the nation for her ability to create immediate and profound transformation. Roxanne is an owner and founder of two financial services holding companies, as well as several businesses. She has been recognized as Entrepreneur of the Year several times, and was singled out by the University of Wisconsin as the Distinguished Alumna of 2003. For the past twenty years, Terry Slattery has helped clients grow their margins exponentially. He has trained thousands of companies to increase their top-line revenue while decreasing their selling costs. He has provided services to companies in more than 100 industries, from home-based enterprises to Fortune 100 companies. He is the creator of “Wimp Junction,” a program that has taught thousands of sales people how to recognize and eliminate nonproductive sales behavior, especially during complex sales. Terry still holds the record at IBM for opening the most accounts—even though he hasn’t worked there for twenty years. As a Sales Executive at Digital Equipment Corporation, he managed global relationships for the largest accounts, selling engineering systems, data communications, decision-support systems, and transaction processing. When he is not helping companies grow, his interests include playing blues and jazz piano, as well as searching for the world’s spiciest cuisine. In Profit-Rich Sales, Roxanne and Terry share a sales system that is guaranteed to turn your commercial lenders, trust officers, private bankers, and financial reps into weapons of “competitor destruction.”

Review:

“This book should be required reading for all bank presidents, directors, lending officers—even your tellers!" --Mike Hannley, President and CEO, Bank of Tuscon

“This is it! Simple but effective strategies for getting the deal without giving away the bank.” --Rebecca Caplice, EVP & COO, Greenfield Savings Bank

“Finally...a book that realizes bankers bring value to a deal that transcends commodity!” --Archie R. McDonnell, Jr., CEO, Citizens National Bank

About this edition

• Publisher: Banner Press
• Publication date: 2005
• ISBN 10: 1890965073
• ISBN 13: 9781890965075
• Binding: Hardcover
• Number of pages: 192