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	Advanced Sales for Insurance Agents $295.00 "Contingency Selling" is a 2007 program, written for those Financial Counselors that feel that the lack of Trust, Uncertainty, and new Risks have made selling tougher. From the most comprehensive selling skills library in the insurance industry, this program uses time-proven selling strategies and skills sets. But before we set these out for your review, we should probably describe what the program is, and what it is not.

COMPLETE DESCRIPTION

Lee DuBois Technologies Presents:

“Contingency Selling in the New Economy”

From the most comprehensive selling skills library in the insurance industry, this program uses time-proven selling strategies and skills sets. But before we set these out for your review, we should probably describe what the program is, and what it is not.

What “Contingency Selling” is NOT:
* A class. It is a hands-on reference library, complete with drills, exercises and role plays in the form of a “-specific experience”
* Motivational rah-rah. It is designed for one form of motivation – the self-motivation and discipline required to sell more; help you to make more $$
* A test to see how much you know about the selling process. The best time for your reflection is when you feel your telephone script is stale, that your product presentations seem redundant, or you’re just getting too many objections
* Just for new Agents. Professionals go to “spring training” in sports; in fact, everyone needs a “Sales Builder” once in a while. And if you “Cut Your Teeth” on Lee DuBois, this is NOT a re-hash of the old; it is the final result of 30 years of “What Works” -- the competencies of Winners !

What “Contingency Selling” IS:

* The delivery of advanced sales tactics for the information-congested New Economy
* A strategic look at today’s attention-deficited Buyer of financial products
* Recognition that it is the Change Agent, not “The Buddy”, who closes more Cases
* Problem-Resolution approaches that will ensure your access to Large Cases
* Building stronger Client Relationship through a deeper connection . . . early on
* Building a more profitable Clientele via Values perceptions
* Coaching sessions that will bring “life” to your Company’s sales and marketing tools -- Direct Mail, Financial Analyses, and Target Marketing

Session I,II. PROFESSIONAL DISCIPLINES

“A professional thinks of the Client first, last and always.”

This session is designed to set the stage for Top Performer mentality -- the deployment of financial professionals committed to personal goals of professionalism, ethics and premium performance. Understand the role of RISK, UNCERTAINTY, VOLATILITY, and the INTERNET in the buying process.

Session III. PROSPECTING & TACTICAL PLANNING

“The main cause of Call Reluctance in the Affluent Market is the lack of Fact-Finding, the lack of a Strategic plan, constructed for market specifics.”

An unplanned sales presentation is just a visit. That is why so many Agents conduct “Confidential Analyses” and never close the case. You’ll discover Value-Based marketing -- how to make qualifying the Prospect more efficient and easy. You’ll learn?a questioning strategy designed to accelerate the selling process, sophisticated enough to crack even the most hardened buyer’s facade..

This strategy works particularly well for the Prospect who rejects Needs-Based Selling approaches because they do not “see” the need. These Prospects are easily recognizable as they offer objections like:

“I’m more comfortable investing in Real Estate. That’s where I made my $$.”
“My business is my priority right now. Not insurance !”
“We have more than enough insurance coverage.”

Session IV: AN ATMOSPHERE OF TRUST . . . AN AURA OF COMPETENCE

“When I’m going to meet with a person, I spend a third of the time thinking about what I’m going to say and two-thirds thinking about he will say.”

Abraham Lincoln

These Activities are designed to give you the ability to deliver an unclouded sales message, unfiltered by the Client’s prejudices about insurance, insurance salespeople, the market, death, dying and taxes. Gain their Trust to such an advanced state that they are enthusiastic about giving Quality Recommendations . . . an invaluable by-product of strong Client relationships. You’ll learn to master the art of the First Impression. Then, we’ll Construct the “Counselor” Model . . . early on

* Traditionally, Product Sellers looked for:

* Consensus
* Commonality
* Conflict Avoidance

* As Counselors, look for long-term Client Relationships, based upon:

* Consistency
* Continuance
* Commitment
* Communication

Session V: UNLOCKING THE CODE TO A COMPELLING PRESENTATION

"The most expensive thing one can own is a closed mind.”

This set of competencies is vital for any entrepreneurial marketer in the 90’s, because they are designed to arouse curiosity and create interest. In the last session we open the ears of the prospective Buyer, here we open their minds. Sharp Buyers respect quality; here are the keys to quality Presentations by quality specialists. Tactical approaches designed to access the busy Prospect

Session VI: SELLING YOUR VALUE

“Personalization is the ultimate form of Suitability in the Compliance arena.”

Compliance Attorney, LIMRA

In these times of “get your money’s worth” we get Primerica, Charles Schwab, Select Quote, Arthur Andersen, and who knows, what’s next. It is incumbent, then, on the Agent to be able to prove their worth as a financial counselor, prove the product’s worth as a vehicle for attaining financial goals, and prove the worth of your Company as an financial services company worthy of their hard-earned $$. The key word is “worth.”
* Handling competitive objections like:

“I can get insurance for less from _________.”
“I already bought a life policy from my auto insurance agent.”
“My bank’s financial planner is putting something together for me.”
“We use our CPA and our attorney to handle these issues.”

* Most salespeople toss out benefits to see if they stick, especially during the Product or Financial Analysis; this Skills Set enables you to deliver benefits that are meaningful and relevant to THAT PROSPECTIVE BUYER THAT DAY.

Session VII: TAKE YOUR PROSPECT’S TEMPERATURE

“It is said that some salespeople spend five minutes talking themselves into a sale, and then spend the next 35 minutes talking themselves out of it.”

An unprofessional salesperson always closes too soon, layering undue tension and pressure onto the sales process. When you discover how easy it is to discover when the Prospect is ready to buy, you will no longer feel the need to resort to manipulative, arm-twisting closes. Compliance becomes easy! Learn the use of Magic Questions - gentle, probing questions that give you remarkable insights into how the prospective Buyer feels at any time.

Session VIII: BUYING SIGNALS

“More important that knowing how to close is knowing when to close”

Everyone who touches the Buyer “sells.” And whoever talks our Clients often needs to address addresses those situations where we can maximize Client Retentions and minimize Client Defections. We must understand people’s physical and vocal signals for --satisfaction, unhappiness, an inclination to buy/not buy. While some believe that listening skills are vital for sales success, this goes one step further. This gives you WHAT TO LISTEN FOR !

Session IX: LET THE CUSTOMER BUY

“Never thank a Customer for the business; instead, congratulate them
on a decision that will help them achieve their financial goals.”

The salesperson’s attitude at the time of decision should always be relaxed. For whose benefit? The Prospect’s benefit ! Decisions are a traumatic ; make it easy on Prospects.. Create the climate for a mutually beneficial decision , and Make the decision easy for the Prospect. Finally, Recognize why Buyers procrastinate and how to handle it.

Session X: FINDING THE REAL OBJECTION

"More sales are lost by the American salesperson by attempting to answer objections
that do not exist than for any reason.”

When you ask someone, “Why do you feel that way?” the Prospects automatically feel like they must defend their position and objections get tougher. Don’t answer Objections that do not exist. Find out how you can persist without upsetting the Prospect

Session XI: DEFUSING THE OBJECTION

“All objections are questions in disguise.”

When a Prospect realizes that their concern is a Question, not an Objection, then they give the salesperson the opportunity to answer it. Make handling objections a process so that you can analyze whether you are right or wrong in your approach.

Session XII: REDUCING THE IMPACT OF PROSPECT’S CONCERNS

“There are two types of objections that Agents run into in any one day; two of one type,
five of another, four times to handle them, five different ways.”

Objections STOP presentations, and the most difficult objections come during the Prospecting phase. Why? Because they don’t know you or the Product’s benefits, so, by definition, they are unenthusiastic. indifferent, or even surly. Verify the real Objection; you cannot possibly answer a Prospect’s objections, until you find out what’s on their minds. Learn to remove excuses for not doing business with you
* Analyzing the various types of objections, especially those that are relevant to the Affluent Buyer such as:

“This is not a priority for us at this time.”
“I don’t pay sales charges for my investments.”
“We use our CPA and Attorney for these issues.”
“Why I should make my children wealthy? Let them earn it like I did.”
“I’m much more comfortable investing in Real Estate. That’s where I made my money.”

Session XIII: THE STRENGTH OF EMOTIONAL APPEAL

“Turning an ember of want into a roaring flame of desire”

This is a lost art -- the art of creating emotion in the Prospect on purpose! And what a shame! After all, it is WHY PEOPLE BUY! When Logic and Emotion are in conflict, Emotion always wins! Gain an advanced understanding of the Dominant Buying Motive

Session XIV: WEIGHING THE DECISION PROCESS

“Before any executive makes a decision, they must weight the Ideas Opposed versus the Reasons for Investing now. Let’s do in this case…”

The best way to ensure your future in Sales is to make it easy for the Customer to Buy. By clarifying and summarizing the Decision Process from Day One, today’s Financial Counselor understands how the Buyer makes their financial decisions. Then, and only then, are they able to construct a “Fit” for a “Client for Life” relationship.

Session XV: THE TELEPHONE AS A SALES & SERVICE TOOL

“When you point at a person and say, 'That person wasn’t interested’,
there are three fingers pointing back at you.”

Telemarketers have made our private lives and making appointments a nightmare for today’s Sales Professionals. But you can learn from the good ones and make the telephone a “friend” again. Lose the fear of the phone when chasing the Affluent Buyer.
Analyze Script Criteria - compelling messages and how your current scripts measure up.
We’ll build tactical plans for handling Voice Mail and the screening Secretary

Session XVI: GOAL-SETTING

“Pressure causes some people to break, others to break records.”

Every fighting force must have common goals, a strong commitment and superb execution. Without a complete understanding of the objective, though, all is lost. Develop your own long-term and short-term goals.

* A 250-page manual for the Top Financial Professional              $ 295