What to Say, How to Say It, Why It Matters If you're trying to sell something-whether it's a product, a service, or an idea-you are facing a new era of consumers who listen less and question more. The Language of Trust is for anyone who must sell ideas, products, services, or even themselves to a public that just doesn't want to hear it. Based on pioneering consumer research, The Language of Trust shows you how to regain the confidence of your clients and customers and communicate with them on their terms. You'll learn what words to use, what words to lose, and how to structure your message to overcome skepticism and build and keep the trust of your audience.

The Language of Trust: Selling Ideas in a World of Skeptics

Business & Money

West, Scott

Saylor, David

Maslansky, Michael

DeMoss, Gary

Marketing & Sales

Prentice-Hall Press

What to say, how to say it, and why it matters: communicating with authority and honesty in an age of mistrust. Still struggling through the financial crisis that began in 2008, consumers aren't buying traditional sales approaches anymore. So how do salespeople, corporate communicators, managers, and marketers sell their ideas, products, and services to a generation of customers who are more skeptical and less influenced by conventional marketing than ever before? Based on groundbreaking consumer research conducted with thousands of individuals, this step-by-step guide will help readers understand their audience and how to communicate effectively with them. Topics include: ? The mechanics and mindset of communicating with trust and credibility ? Choosing the right words: being positive, using plain English, being plausible, and personalizing a message ? Structuring a message: putting benefits before features, context before specifics

Processes & Infrastructure

Learn what makes a client trust you to be their financial advisor. Put the power of story telling into selling financial products. The authors explain the process of making these intuitive connections, then translate their findings into understandable and practical strategies that any financial professional can use. They present actual stories, including many by Warren Buffet, one of the greatest "storysellers" of all time. These actual stories can help financial pros tap into the "gut reaction" of different types of clients. the book also includes special topics on communicating to women, the 50+ market, and the affluent.

Storyselling for Financial Advisors : How Top Producers Sell

Anthony, Mitch

Mitch Anthony

Economics

Kaplan Test Prep

Your Client's Story

Revolutionize your financial advisory business by quickly forging an unbreakable bond with your clients or prospects to become an advisor who is trusted with 100 percent of their assets. Most clients invest only about 30 percent of their assets with a financial advisor, but some financial advisors invest 100 percent of their clients' assets. Your Client's Story describes the secret of their astounding success. For more than three years, authors Scott West and Mitch Anthony studied the winning approaches used by financial advisors who managed 100 percent of their clients' assets. Notably, the most successful had mastered a genuine ability to engage in a discovery dialogue where clients openly expressed their financial objectives and motivations. The best financial advisors knew how to listen, ask the right questions, and create an atmosphere of empathy. Your Client's Story includes specific scripts for reenacting winning discovery dialogues geared to the life situations, transitions, and goals that drive financial planning. 
Included are tips and key questions geared to specific clients and situations, such as: •Small business owners •Clients or prospects who are entering or planning for retirement •Those seeking balance in their lives •Individuals who are fearful about outliving their money •Mature investors 
Financial planners and advisors share their stories, explaining how they've changed the way they do business, and how these changes have generated more successful books of business. Clients also tell their side of the story, explaining how the discovery dialogue has enhanced the entire financial planning process.

Kaplan Publishing

Lost in the desert, alone and off his meds, John Kalama just wants to get back to what's left of his family-his grandfather, Daryl Redbear and sister, Jesse-on the Nisqually Reservation in the Pacific Northwest. But on his journey he is pursued by demons, plagued by spirits and mocked by an arrogant raven. Unsure if these visions are real or the effect of withdrawal symptoms, will they help or hinder his quest for familial reconciliation and an acceptance of his cultural heritage?Chuck Bradley is a man tormented by demons of his own. Endlessly driving across the country, hoping to outrace his own past and appease his guilty conscience, his life as a loner comes to a screeching halt when his path crosses with John's. Together the two of them confront their deepest fears and test the bonds of friendship as the highway carries them through a landscape more alive than either had previously realized.

Ghosts on the Highway

Literature & Fiction

CreateSpace Independent Publishing Platform

Book by West, Scott, Anthony, Mitch

Are they educational? Parody? Or just bad scholarship? You be the judge!

Lost Tales of Scruffy City ~ Unauthorized Walking Tour: The Low Road (Lost Tales Of Scruffy City Walking Tour)

History

Military

Independently published

Lost Tales of Scruffy City Walking Tour: The High Road

Biographies & Memoirs

True Crime

Unauthorized Walking ToursAre they educational, parody or just bad scholarship...YOU be the judge

Lost Tales of Scruffy City Walking Tour: the River Road

Education & Teaching

Schools & Teaching

Lost Tales of Scruffy City Walking Tour: Highway to the Sun

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