The Million-Dollar Financial Services Practice: A Proven System for Becoming a Top Producer Review

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(More customer reviews)I must not have read the same book as the other reviewers or I did not work with Mr. Mullen. I ordered this book looking for great things after reading the other reviews. I was sadly disaapointed. This book could be summmed up on one page.
The what: have 20 years to chase people with at least $250,000 to invest in modern portfolio theory. The How: You accomplish this by contacting 100 prospects (people you have met and would be open to meeting with you again) at least twice a month. Once via a phone call, letter or email. Once via a drop by in person. Raise at least $120 million with an ROA of .8% and you have a $1 million dollar practice. His scripts are very different than the ones on his website and the 15 marketing plans are a joke. For example, Mr. Mullen states that 52% of the millionaires in the US are business owners and he spends 5 pages on a marketing plan with three of the pages scripts. Where is the detailed step by step plan.
Great promise, not much substance.
Save your money and DO NOT BUY THIS BOOK!!!! I would be curious why Mr. Mullen is retired and why Merrill Lynch would let him if he has worked and produced so many great advisors.


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In "The Million-Dollar Financial Services Practice", author David J. Mullen, Jr. reveals how to become a top-producing financial advisor using the method he has taught at Merrill Lynch and is famous for in the industry. This comprehensive book combines marketing, prospecting, sales, and time management techniques into a system that will help readers build a successful and lucrative practice. Containing templates, scripts, letters, and 15 tried-and-true Market Action Plans, this indispensable guide shows readers how to take their financial services practice to the million-dollar level and beyond.

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The 10X Rule: The Only Difference Between Success and Failure Review

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(More customer reviews)Hi,
Thisd book can potentially be life changing.
I've created many of my own products and sold millions online. Yet, I
took away some very valuable ideas from this book.
Here are the top 7 things I learned (or was reminded of in a positive way):
1. Instead of blaming the economy for down sales, blame your activity level for being too low
It's easy to get in the mindset that the problem is the market or the economy. He makes a
great case that the problem is the activity of you and/or the employees in your company.
2. Become omnipresent
He has a chapter about omnipresence. This is a GREAT mindset for marketing....become
omnipresent in your market.
3. Seek to dominate your market instead of being competitive.
Being competitive is the wrong target. This is a great point and changes your mindset
totally.
4. We consistently underestimate the activity level required to get a result
The problem isn't laziness or anything else. It's simply that we underestimate
the activity level required to launch a new product, make sales or create a
successful marketing funnel.
5. 10x thinking + 10x action
This isn't about thinking only (like Think and Grow Rich) or action only.
Action without the right thought behind it spins your wheels.
6. Set your goal to be 10x greater than you think you need
Expand your thinking. I like this idea. It changes the activities you
plan to reach your goal.
7. Plan to take 10x the actions you think you need
Now, there are a LOT of ideas and nuances I didn't list above. One
of the things he does that's terrific is covers objections to increasing
your activity level.
He made me think about some of the ideas in my own thinking and
re-evaluate them. Very useful.
I highly recommend this book.
Marlon Sanders
marlonsanders.com

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Top Dog Recession-Busting Sales Secrets: 50 Top Experts Show You Proven Ways to Sell In Tough Times Review

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(More customer reviews)This is Volume II and it carries on with the high quality ideas of Volume I . Johnson has done an outstanding job of getting these seasoned sales experts to write short , immediately useful sales tips. Because of the plethora of experience these experts bring to bear on the topic, there is lots for every type of sales person. Thorough, entertaining and meaty, this is a book that seasoned sales guys can put beside their telephone - and the successful ones will use it daily. Its a must have.

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Top Dog Recession-Busting Sales Secrets offers advice and inspiration from 50 of America's leading sales experts. There are 80 quick read sales lessons showing proven ways to sell more in a struggling economy. Readers will learn how to create opportunities in a downturn, shorten sales cycles, take business from the competition, attract new clients and stay motivated. The book also gives priceless advice on ways to overcome price objections to earn top dollar even in tough times.Readers get the sales insights of internationally renowned sales performance experts and trainers along with that of presidents/CEOs of over 25 sales and business growth companies. This stellar group of experts has advised companies ranging from start-ups to Fortune 500 firms. Collectively they have authored over 250 books on sales and selling.

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Barking Up a Dead Horse: Avoiding the Wasted Time and Effort in Business-to-Business Sales Review

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(More customer reviews)I have been in sales for over 25 years. I wish I had just 10 cents for every time I took a senior manager with me only to have him or her explain what we do with words everyone else in the industry is using. There are a lot of sales training books that tell you how to handle sales cycles. But there are much fewer that teach you how to communicate with that human being on the other side of the desk trying to figure out what makes you different, better, worth a higher cost. If you cannot answer the question "what is your company's unique value" in the time it takes an elevator to go between three or four floors, you are not selling at your best. And if you cannot state what is the next step in every forecasted-to-close opportunity you may be barking up a dead horse. This may sound like sales 101 and it probably should be. But be honest, when you or your sales manager enter a sales meeting do your words distinguish you from competitors of burn into "verbal brochures"? I recommend this book whether you are new to sales or a sales manager. There are tips in it you can use immediately. One of my favorites is the "good bye email". I used that one to move several "dead horses" off my forecast and onto my closed list. If you or a staff member has ever "rolled over to the next quarter" an opportunity you just might have a dead horse stuck in your pipeline. The book is worth many times its cost and should be read by anyone in a sales role or someone who employs sales staff.

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Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results Review

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(More customer reviews)This is perhaps the best all-around sales book I have ever read. While other books point out much needed information, or say the same thing with a different perspective that is sometimes necessary to understand a point, this book should be THE starting point for any sales professional. This book has helped me greatly in my success as a sale professional. It is a sales book, a persuasion book, and a psychology book all rolled into one. Everyone seems to try to start people off with "You Can't Teach a Kid to Ride a Bike at a Seminar" by Sandler, but this book is everything that book is and then some.
Where are the differences? Other books take an elementary strategy to the sales process. First you prospect, then you get the appointment, then you interview the customer, then you give your presentation, then you handle objections, then you close, close, close! I have even heard one person ask what the point of "step 1" is....and his answer was to get to "step 2". while this is somewhat useful to understand, it doesn't help you DO it, it doesn't tell you what to do and how to do it, and it's little more than an outline.
Secrets of Questions Based Selling gets down to the nitty-gritty. He brings things to the table that you may never think about if you don't read this book. He talks about how people interact, how they need to ad value, how they mismatch, how different types of questions serve different purposes- some are solely for the benefit of the person doing the questioning and ad no value to the person answering (i.e.- What CRM product are you currently using in your company?), while others provide more value to the customer (How many customers do you think you are losing because you do not have voicemail and people are hanging up?), etc.
I have read A LOT of books on sales, and I keep finding pieces of this book in all of the other works. High Trust Selling, Sandler's work, Selling with NLP, SPIN selling, etc. They may build on things differently, but this book IS the foundation.
So, as yourself these questions:
1. Am I EVER going to read a sales book? (If so, this should be the first one)
2. Have I been reading sales books, but haven't read this one yet? (If so, this should be the next one you read)
3. Have I been reading sales books, but haven't quite found a useful one yet? (See #2, and this will be a useful book- if you learn it)
Overall, this is a GREAT book that provides a GREAT foundation to your sales knowledge. However, always keep in mind that you have to use what you learn (which means you have to LEARN it first), and that you can't hit a baseball by reading a book. Use the books to learn the mechanics, but then get up and swing the bat a few times, and then get out and hit the ball!

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How to Sell More, in Less Time, With No Rejection : Using Common Sense Telephone Techniques, Volume 1 Review

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(More customer reviews)"We recently ordered both volumes of 'How to Sell More in Less Time with No Rejection'. Though we have only had the books a few days,we've already benefited a great deal. It's been a real challenge finding information that caters to business-to-business telesales, but we've finally found just the books to meet our needs."

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If your income and career relies on getting prospects and customers to agree with you by telephone, this book will help you do better, faster, and without that self-defeating rejection that causes so many salespeople to avoid the phone From generating leads, all the way to closing sales and managing accounts by phone, this 220-page paperback is jammed with proven word-for-word ideas you can use right now to close more sales!Art Sobczak, veteran salesperson, editor of the international TELEPHONE SELLING REPORT sales tips newsletter, and trainer of thousands of professional sales reps shares time-tested, word-for-word ideas you can use right now to take the pain out using the phone in cold calling, qualifying, managing accounts, negotiating, and selling. Guaranteed.What you wont get is the old-school, hard-sell mumbo-jumbo based on memorized techniques and trickery that no one actually likes to use, and creates resistance anyway. You will get conversational, easy to adapt ideas that are based on common sense psychological principles that always have the customers best interest in mind. After all, the only way to sell professionally is to help people buynot back them into a corner like a caged lion ready to lash back.Here's just a small sample of the hundreds of ideas you'll get in this book:how to avoid asking dumb questions that cause resistance, and how to ask pain-reminding ones that help them think about needing and wanting your product/service instead,tons of word-for-word examples of how you can grab the interest of prospects and customers within the first 15 seconds, drawing them into the conversation, and how to avoid putting them on the defensive,exactly what to say to screenersand on voice mailso you can get to your buyer more quickly, and get valuable information which will help you sell to them,over 25 specific examples of how to question objections to help vaporize them; better yet, specific ways to avoid creating objections!what to do and say at the end of a call so youve got something more intelligentand action-inducingto say than So, what do ya think? on the follow-up.You'll get 40 meaty chapters, sectioned into topics such as Planning Your Call, Getting to Decision Makers, Interest Creating Opening Statements, Selling With Questions, Closing for Commitment, Addressing Objections, Prospecting, Self Motivation, Teletips, and more. Order today, and increase sales!

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