Cross-Selling Financial Services : A Professional's Guide to Account Development

Cover -- Contents -- Acknowledgments -- Introduction -- Part I: Getting Ready -- Chapter 1: What Is Cross-Selling? -- Chapter 2: Realities of the Market: Turning It to Your Competitive Advantage -- Chapter 3: Developing Your Strategic Profile: Understanding the Dynamics Shaping Your Business -- Chapter 4: Panning for Gold: Identifying Opportunities in Your Client Base -- Part II: Getting Set -- Chapter 5: Building Exit Barriers:Protecting Your Top Clients -- Chapter 6: Converting Your Products and Services into Value-Added Solutions -- Chapter 7: Mastering Best Sales Practices -- Chapter 8: Nurturing: What to Do When Clients Are Not Ready to Buy -- Part III: Launch -- Chapter 9: Overcoming Roadblocks and Hurdles -- Chapter 10: Getting Everyone on Board -- Chapter 11: Executing Your Cross-Selling Game Plan -- Chapter 12: Making It Work for You -- Appendix A: Cross-Selling Refresher List -- Appendix B: Why You Need More Than Just Revenue Goals -- Appendix C: Glossary -- Appendix D: The Standard Industrial Classification (SIC) Code System -- Appendix E: Personal Marketing Plan Checklist -- Appendix F: Personal Marketing Plan Worksheet -- Appendix G: Sample Strategic Plan -- Appendix H: Client Advisory Board Marketing Guidelines -- About the Author -- Index -- Adpage -- Backcover.