Banking

Review Summary: 22 Keys to Sales Success has some very fine material in it. The book would have been much improved if it had focused on one type of sales professional in one type of organization looking for one type of client (a new life insurance salesperson in a small agency dealing with owners of small businesses, for example). That would have allowed the material to have been more focused and customized for immediate use. At the same time, some of the material just doesn't fit certain classes of sales professionals. If you are wise enough to ignore what doesn't fit, this book can greatly improve your success.

Review: The authors are clearly well read and have had a lot of experience going to seminars. The many references to the works of others are appropriate and add depth to this otherwise simple book. From that authority, they provide many helpful suggestions that will be essential to newcomers to financial sales and valuable to experienced people who aren't using the advice.

I thought that the advice to Create Your Compelling Vision, Position with Mission, Energize Your Success, Open the Johari Window, Market Yourself as the Expert, Focus on Clients (Not Compensation), Demand Objections, and Be Your Own Sales Manager were superb. I was skeptical about the strong emphasis on continuing efforts to close, scripts and the suggested ways to get referrals. The material in the book seemed inauthentic to me in these areas as a professional, and I graded the book down accordingly.

It seemed like the book was aimed more at those selling insurance products for life and retirement than anything else. So if that's what you sell, this book is probably good for you. If you are a financial planner who looks at all dimensions of planning, this book is probably too sales-oriented to meet your professional standards. If you are an attorney, you will probably find much of what the book says to be appalling in its commercial focus.

One of the ironies of this book is that the authors suggest that you focus in as narrow a niche of services and customers as possible. I wonder why they didn't follow their own advice in writing this book.

Just an addendum to my previously submitted review: This review reflects my personal opinion and not necessarily that of the American Bar Association or any of its committees or subcommittees. Thanks!

As the chair of the American Bar Association's Subcommittee on Electronic Commerce, I recently reviewed this book for an upcoming issue of the South Carolina Law Review. In that review, I noted that few other works have addressed the intersection of electronic commerce and banking law, and characterized the book as "a consistently impressive combination of a treatise and a client memorandum." I found particularly useful the authors' detailed, informed, and intensely practical surveys of electronic payment technologies, regulatory actions, and judicial decisions. Separate sections, which can be read independently, are devoted to the missions and relevant activities of various regulatory agencies such as the Federal Reserve Board and the Federal Deposit Insurance Corporation. Other chapters discuss security and privacy of online banking systems, the operation of stored-value systems such as Mondex and Visa Cash, online brokerage and insurance services, intellectual property online, and Internet-based jurisdiction. I believe that this book is useful not only for reference but as a survey of developments in this rapidly-moving area. In my opinion, someone who sat down and read 50 pages a night of 21st Century Money, Banking and Commerce could get painlessly in two weeks more substantive information than most seminars on electronic commerce could deliver.