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Rating: 
Summary: Listen to the guy who had to actually use this **** . . .
Review: Alright, you've read the multiple reviews of people who thought it was either good or bad, blah, blah, blah. If you read my other reviews, I'm big on brevity, so here goes:
- "What's important about money to you?" is the theme
- point is to get down to what makes people truly happy
- of course, investing $ with you eventually makes people happy
- if you ARE a stone-cold, non-emotional salesman then this is for you, becuase you'll need it
Folks, this book teaches you motivational theory, a psychological concept. Just be yourself when you're sitting in front of a client and make decisions you would make for yourself. Enough said.
Rating: 
Summary: Good for planning, not so good for transactions
Review: I invested in the mastery system which includes this system.
I wish I had read it at my prior company where the emphasis is
on financial planning. The values provide the "why" and therefore the motivation to complete the plan.I now work in a bank and tried using this with not good effect.
Transaction time is much shorter. I'm now revisiting "Trust Based Selling" by Kerry Johnson and subliminal selling technqiues that more appropriately fit the banking environment. Bacharach ignores the whole concept of rapport and goes for the close as a way to screen out people. That's great if you have an endless supply of qualified referrals to work from. Also his book assumes people want planning when many times they already have a planner or just want to do a transaction. I'm finding both Tom Hopkins books and Kerry Johnson's a much better fit for what I do and also have bought "Socratic Selling" which I believe provides real value to the client.
Rating: 
Summary: Only for the best of the best financial professionals
Review: I invested in the mastery system which includes this system.
I wish I had read it at my prior company where the emphasis is
on financial planning. The values provide the "why" and therefore the motivation to complete the plan. I now work in a bank and tried using this with not good effect.
Transaction time is much shorter. I'm now revisiting "Trust Based Selling" by Kerry Johnson and subliminal selling technqiues that more appropriately fit the banking environment. Bacharach ignores the whole concept of rapport and goes for the close as a way to screen out people. That's great if you have an endless supply of qualified referrals to work from. Also his book assumes people want planning when many times they already have a planner or just want to do a transaction. I'm finding both Tom Hopkins books and Kerry Johnson's a much better fit for what I do and also have bought "Socratic Selling" which I believe provides real value to the client.
Rating:
Summary: Essential to any financial professional!!!
Review: I've just recieved this book and it has already changed the way I view myself as a financial professional and the way I view my clients... Check it out for yourself, it'll run you around... but its worth millions!!!!!!!!!
Rating:
Summary: Only for the best of the best financial professionals
Review: If you are a financial professional and have not read this book, you are missing out! The author emphasizes the importance of trust, and how understanding a person's values system can make a world of difference. One could almost say that these ideas originated from Dr. Stephen Covey's "The 7 Habits of Highely Effective People". The main difference is that, Values-Based Selling is specifically for financial advisors. There are people who read all kinds of books on "selling" and make excuses for why it didn't work out. To those who implemented the ideas in Values Based Selling and didn't see results or gave up: with all due respect, you didn't follow what was intended to be done in this book or you just were not meant to be a trusted advisor. This is not a system for making great salespeople, it is for those who are, or aspire to become true financial advisors and understand what financial planning really is. The author leaves out rapport building/small talk intentionally since the process is about building trust by LISTENING to "their" story, not by telling "ours".
Rating:
Summary: Outstanding Book, but only for the right people
Review: In all honesty I never write reviews, but the the negative ones that I read prompted me to do this. The fact is those who commented negatively on the book read it but never attempted to implement the process. Being an investment representative, IN A BANK, I have to say that this process does work, and it is not merely asking clients what is important about money to them.
Who this book is NOT for:
People who only want to sell investments
People who enjoy a commission based business
People who only care about their clients investments, not their values
Who this book IS for:
People who want to get beyond the superficial sales approach
People who want to transition to fee based planning
People who want to help clients achieve their financial goals
Why the negative comments are flat out wrong:
One reviewer makes the comment that you don't need the book, just sit down with your clients and "make the decisions you would make for yourself." Obviously this reader hardly made it into the 4th chapter of the book. The entire book is dedicated to the fact that your job as a planner is to come to an intimate understanding of what is important to your client, NOT what is important to you. So making the decisions you would make for yourself has no place in professional financial planning.
Another reader commented that he was taught in his first week of securities training to ask what is important about money to his clients. Again, the reviewer is off topic. This book is not about killer closes, or finding your clients hot buttons like most security training emphasizes. Instead, it describes a logical, repeatable method for building trust with your clients. It does not teach quick sell techniques.
Lastly, the reviewer who says it won't work in the banking industry is wrong. I am a retail based financial consultant IN A BANK, and have used this method countless times to procure and retain quality clients.
Closing remarks:
This book and it's contents are not magical. Reading it will not make you money, will not give you more time off, will not make you a better financial planner, better investment rep or better insurance sales person.
Only by implementing the ideas in the book, exactly as described, will you get any result. So if you want to get away from being a salesperson, and become a trusted advisor, buy this book. If you are looking for some good, quick sell techniques, look elsewhere.
Buy books from Zig Zigler to learn to sell, buy this Book to become a trusted financial advisor.
Rating:
Summary: 96 wasted pages
Review: This book is not so much about selling as it is the way you relate to your clients. I read this several years ago and did not really start using the techniques in earnest until I went to Bill's "Values Based Academy" last June. The academy is also a recommended activity, but read the book first; better yet, get Bill's "Mastery System" that includes the book, video and cassette tapes and other supporting materials. If nothing else, I know more about my clients and am able to make more appropriate recommendations to them. It makes the discovery process in financial planning much smoother. I have not yet been able to semi-retire and make more money, but I am making more money. I find that my referral level has increased. It is an easy read, but pay attention and practice, practice, practice!
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