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COMPLETE DESCRIPTION
Lee DuBois Technologies Presents:
“Level Two Financial
Solutions Provider
Contingency Selling in the New Economy”
From the most comprehensive selling skills library in the financial 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
TIME SLOT: PROFESSIONALISM 1 Hour
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.
- Attributes of a Top Producer
- What drives the Information-Congested Culture and how to excel in it
- Ideas to enhance the Clients’ perception of you as a Problem Solver
- The proper mental attitude -- not Product Provider, but Financial Professional.
- More than a positive mental attitude [the ol’ PMA]; you want a Confident attitude
- Real vs. false enthusiasm -- because the Sharp Buyer knows the difference
- The role of UNCERTAINTY, UNPREDICTABILITY, VULNERABILITY, and RISK in the buying process
- The Professional goes beyond Commonality, toward a DEEPER relationship
- An innovative self-coaching system that lets
the Prospect tell you where you are weak in the Selling Process -- “ANALYZE,
ANALYZE, ANALYZE.”
TIME SLOT: PLANNING & QUALIFYING 90 Minutes
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 Value-Based marketing -- how to make qualifying the Prospect more efficient and easy.
- Telephone vs. F2F . . . the differences begin at the initial contact
- Ways to Quick-Qualify the Prospect --Empathically --Eliminating the “Time Wasters”
- Study of the psychological factors that influence Buyer Behavior and how to appeal to those factors throughout the selling process
- Outlining those strategies necessary to set up a successful initial contact
- Determining the financial sophistication (or lack thereof) of Buyers
- Developing a Plan [a Blueprint] vs. Fact-Finding
- Finding out how they buy, so that you can integrate your selling strategy with the Prospects’ buying process
- Give the Prospect credit for their intelligence while uncovering their deepest feelings - - keys to building a lasting relationship
- A questioning strategy designed to accelerate the selling process, sophisticated enough to crack even the most hardened buyer’s facade. Going beyond the management platitude “you gotta find the prospects’ needs and wants,” successful selling will depend upon your ability to help the Prospect to be AWARE of their specific problems and opportunities that, without our help, they might ignore.
After all, in this information / product-congested marketplace for financial products, if they recognize the need, they can easily go out and buy a solution because there are literally hundreds of resources available to satisfy that need.
Once they are AWARE of the need or DISTURBED by it to take action, then you can provide the all-important closer -- the ability to spur Clients to action...NOW !
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 not interested.”
“Call me back in six months.”
“I don’t want to talk now. Just send me something.”
- In Prospecting , it is the cold, calculating Buyer to whom we seldom gain access. Again, Needs-Based Selling is largely ineffective, as in their minds, they are “comfortable” with their present financial track. Usually affluent (and thus the opportunity for a larger case), these Prospects require a more sophisticated tactical plan designed to “break their shell” and let the Seller in. Here is a plan.
- Take a simple test…“The Value of Money” to determine the values they hold dearly.
- The ultimate Qualification …”The Fit”
TIME SLOT: THE FIRST CONTACT 1 Hour
AN ATMOSPHERE OF TRUST . . .
AN AURA OF COMPETENCE
THE FIDELITY COUNSELOR
“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. It requires gaining their Trust to such an advanced state that they are enthusiastic about giving Quality Recommendations . . . an invaluable by-product of strong Client relationships.
- Mastering the art of the First Impression
- The Construction of the “Counselor” Model . . . early on
- Getting into comfortable conversation with any Buyer
- Selling the Prospect on the value of the Financial Solutions approach
- Recognizing the Prospect’s Buying Mood; altering your presentation “on the fly”
- Creating an aura of Competence -- on purpose -- that spurs the Affluent Buyer to entrust their hard-earned $$ to you. We will unlock that code for you so that even the largest Prospect sees you as “Special”
- Enhancing your Sales Versatility - the key to adapting to selling to a Business or Individuals within the various Niche Markets
- Gaining and keeping a Prospect’s attention . . . opening their ears so that they really hear the message
- Bridging from conversation to business smoothly and professionally
- Deployment of an easy and affordable Lead Generation system. Target selling and Target Marketing are all “what to do” marketing approaches designed to make prospecting easy. You will develop a “Client for a Lifetime” mentality into a continuous people-chain of Quality Recommendations
- Ways to open their ears to your sales message -- side-stepping those filters that cloud the message -- like bad publicity, attitudes about insurance, the market, insurance salespeople, death, dying, and taxes
- Beyond impressions, toward relationships
- Traditionally, Caretakers (Financial Counselors) looked for:
- Consensus
- Commonality
- Conflict Avoidance
- As Caregivers, we must look for long-term Client Relationships, based upon: . . .
- Consistency
- Continuance
- Commitment
- Communication
TIME SLOT: THE CHANGE AGENT 2 Hours
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 21st century, 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
- Tactical approaches designed to access the busy Prospect
- Motivating the Financial Buyer via “The Comfort Zone”
- Understanding the role of Grief . . . accepting it and using it to your advantage
- Selling through Accountants, Attorneys and other
business-building Professionals.
What makes them tick and how to make compelling presentations to them -- individually, via seminars, or in their practice office - How to be “in command, but not obvious command”
of the selling process.
This set of Drills and Exercises gives you the impetus to move Clients smoothly through the sales cycle - Selling Prospects on the “Next Steps” of the Buying Process
- The skills set resident in this Activity will enable any Marketer to conduct a seminar, a small meeting, or even write a direct mail solicitation
- Getting prospective Buyers to say, “I
want to hear more!”
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.”
- Getting ahead of the competition and keeping them out of your Client Base . . . forever
- How to attack the competition, how to gain market share -- without giving a mean- spirited or unprofessional impression
- Handling competitive objections like:
“I can get insurance for less from _________.”
“I already bought a similar product.”
“My bank’s financial planner is putting something together for me.”
“We use our CPA and our attorney to handle these issues.”
- Demonstrating your Organization’s value-added
difference
"Why do business with us rather than _____?” - The Flight to Quality is no longer valid . . . connecting at a deep level, is
-
Taking a lesson from the world’s largest organizations, we will pay particular attention to a key management discipline for the 21st Century:
“Make it easy for your customer to buy.” - What are the Logical Reasons to Buy and the Emotion Incentives to Act will be examined and then how they are applicable to designated Target markets
- How can we use exhibits, statistics and other forms
of evidence to defeat disbelief
when working with that incredulous Buyer? - Identifying the process that delivers the Features,
Benefits and Claims that will
compel the Buyer to Buy - Developing a well-prepared, provocative Financial Product Presentation
- Selling Product Solutions to individuals/business professionals-“What they look for”
- Cost justification - the “price is right”;
it is vital for the Top Producer in today’s
marketplace to be able to “Know their Value, Sell their Value, Price their Value.” - 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.
TIME SLOT: CLOSING CASES 90 Minutes
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!
- By determining the Prospect’s Temperature, you find out how strongly they feel about specific selling points or how deeply they feel about their concerns
- Identifying where they are in the Grief Process
- Learn the use of Magic Questions - gentle, probing questions that give you remarkable insights into how the prospective Buyer feels at any time
- Cut selling time in half . . . talk to more Accounts . . . close Cases faster
- Give the Sharp Buyer credit for their intelligence
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.
- Learn Situational Buying Signals which identify additional sales opportunities
- Learning the inestimable value of Active (Conscientious) Listening
- Examine Client Maintenance strategies for Sales and Sales Support personnel
- Recognizing Defection Danger Signals
- What they say when they’re ready to buy
- Improving listening skills
- What they do when they mentally become Clients
- Being observant
- Watching and Listening for the Five Stages of Grief . . . managing the process
- Listing the Financial Stages of Life and the versatility required to sell to them
- While some believe that listening skills are
vital for sales success, this goes one step further. This gives you
WHAT TO LISTEN FOR !
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.
- Knowing how to close effectively . . . without high pressure
- The Best Closer = The Change Agent
- Creating the climate for a mutually beneficial decision
- Making the decision easy for the Prospect
- Eliminating Buyer remorse
- Decision-Making without Manipulation ensures Compliance
No manipulation = compliance. This allows for a “Counselor” mentality, because the atmosphere is a mutually beneficial decision - Recognizing why Buyers procrastinate
- Getting the Prospective Buyer to complete
the Sales Process … NOW
TIME SLOT: PROBLEM RESOLUTION 4 Hours
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
- Persist without upsetting the Prospect
- Keep the Prospect on track; get them thru the Change Process
- Remain in control, but not obvious control
- Testing the validity of Clients’ concerns
- Evaluating the weight of various concerns
- Never try to overcome a Prospect’s objections;
overcome means fight
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.
- Win an argument / lose a sale
- Lower emotion so you can sell
- Personal Revelation . . . the most powerful form of Empathy
- Make handling objections a process so that you can analyze whether you are right or wrong in your approach
- Using Empathy Cushions lets the Client know
you are “on their side”
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.
- Identifying the Client’s Arsenal of Obstacles -- Groundless, Excuses, Sharp Buyer and Sincere Objections
- Don’t fight Objections; welcome them
- Removing 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.”
TIME SLOT: CREATING EMOTION 1 Hour
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!
- Make the Prospects aware of their financial Problems & Opportunities
- Letting the Prospects see themselves benefiting from your products
- Using powerful language that appeals to the senses
- Gain an advanced understanding of the Dominant Buying Motive
- Learning the use of emotional word pictures that drive the emotional message of a Life and the Life Insurance Product . . . home
- Inserting “life” into the selling
process at any time via Emotion
TIME SLOT: PROSPECTING 2 Hours
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.
- Knowing why you are rejected on the phone -- avoiding the pitfalls
- Getting the appointment (especially when working
with the Tough Buyer), is
after all, a sale. Learn how the logical reasons people buy and the emotional incentives that cause buyers to act are forceful in telephone scripting. - Analyze Script Criteria - compelling messages and how your current scripts measure up.
- Eliminating excuses for not seeing you
- Large Account Selling strategies that get you in to see the busy Prospect
- Tactical plans for handling Voice Mail and the screening Secretary
- Ideas that “tie down” the busy
executive, the physician and the affluent investor
TIME SLOT: GOAL SETTING 1 Hour
PERSONAL GOALS & CORPORATE OBJECTIVES
“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.
- Tieing your personal goals to your Organization‘s objectives
- Organizing habits and time
- Long-term and short-term goals
- Selling in a High-Risk Culture . . . ACTION STEPS
"Our success is measured by your improved performance."
Lee DuBois Technologies |
1-800-658-0055 |
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