Sales representatives in the financial services industry must explain intangible products to clients, adapt to constantly changing conditions, and confront a general loss of trust. In no other industry is the gap between successful and less successful salespeople as wide as in this one. But how can one benefit from the success recipes of high-performing colleagues who effectively utilize their skills but rarely share their insights? Ralf-Peter Prack and André Czerwionka unveil the secrets of successful financial salespeople in this book. They explain the mindset with which sales experts approach their clients, the tools and methods they use to guide clients toward a needs-oriented purchasing decision during sales conversations, and how they successfully close contracts. Tips for targeted sales strategies are also provided.