Tips/books for someone starting a sales position?

[Anonymous]

I am starting a sales position in the financial world. I have become really great at networking and establishing relationships but have previously been on the analytic side of the deals and don't have much experience in closing deals. Does anyone have tips or can suggest books that have helped develop sales techniques?

Its the kind of position where you have to wait for the client to have a need for the product, i.e. financing a particular deal where the deal has to be on the horizon, rather than selling a product they can use at any time.

Thanks!

[Anonymous]

Sales...you either have it or you don't. You need to ask questions...a lot of questions. A sales call is not about your or your product. It is about what the client needs. You get to know your client...get to know their needs and then sell them what they need based on your expert opinion. The financial side of things...insurance as well...use fear. The what if scenario. If you can't scare them, they won't buy. I sold life and health in Miami...I would tell those that were insurable that more than 1/2 the appointments I walk into were people who needed the insurance, but would never be able to get it. This was 100% true. So are you a risk taker or not? I never came off as if I cared about whether or not I got the deal. I hate hungry sales people....big turn off. I did very well, but just was tired of walking into house after house where other people agents had been and saw them destroy people's lives for commission. I was over the lies from company and I had it.

[Anonymous]

How to Win Friends and Influence People.