"The Financial Sales Tutor"

Click Here To Meet The Tutors Video Demo

LD 200 The Financial Sales Tutor $ 495
3-CD Interactive Financial Sales Training

The Financial Sales Tutor is a 3-CD set -- built to handle the challenges of today’s financial sales professionals who are marketing to smart, skeptical buyers in the toughest economy in our history.

Proven for Compliance/Ethical Selling It has passed the Compliance Test for 7 top financial organizations – no exceptions noted!

Self-paced learning at its best -- a robust 5-7 hours of intense skills-building, characterized by four Tutors who direct the learning experience:


Customer Tutor	Mentor	Online Coach	Product Tutor

The program is chocked full of compelling videos, role plays, knowledge tests, games, exercises, and our unique mnemonics that we call Mental Chains. The bottom line is that something is always going on in the Sales Tutor – it is never predictable, never insulting … and most importantly, never boring!

Presentation Module

ESTABLISHING INSTANT RAPPORT
We share secrets on how to get someone to listen to you and trust you.

GAMES	10 Ways to Make a Favorable Impression!
EXERCISES	Ways to get into Comfortable Conversation with a Financial Buyer Perking up the client’s ears so that they pay closer attention to you Referrals are good; Recommendations are better
SKILL DRILL	Identifying the differences between Attention and Interest

UNCOVERING HIDDEN NEEDS
Handling the most common set of objections that you face – “No Need!”

EXERCISES	Listing Financial Buyers’ WANTS that you must appeal to Listing Financial Buyers’ NEEDS that you must fulfill What happens when they don’t Need you…or your Products Defining your Role as a Problem Solver
SKILL DRILL	Protecting your Client Families Providing Future Financial Opportunities Upgrading Client Lifestyles Making Prospects AWARE of your capabilities DISTURBing Prospects – why they need your solutions. Develop a set of Aware & Disturb questions for specific Target Markets – e.g., Small Business Owners.
TUTORIALS	Learn to Explode Benefits so that the Buyer will take action …NOW! You’ll see fireworks and learn how to set prospects on fire!

FIRST IMPRESSIONS
How many chances do you have to make a strong first impression?

EXERCISES	Sincere Complimenting – the days of Flattery and Schmoozing are gone! MNEMONIC: The Sincere Compliment Mental Chain 3 weeks of using First Impressions skills. Are you flexible and versatile? Understanding the Two Immutable laws of Human Behavior
SKILL DRILL	Develop an Aura of Competence and Trust

AROUSING CURIOSITY
You can now open their minds; learn how to open their minds.

EXERCISES

Understanding the differences between the communication components of a Benefits Presentation – Facts, Benefits, and Claims.
Target Marketing: The profile of a small business owner.
Speaking the language of a small retailer. Learn what they buy – emotionally and logically.

SKILL DRILL

Learning the Big Fat Claim – the primary skill for a compelling telephone script, seminar introduction, or a Personal Commercial.
Learn to develop the three levels of a compelling marketing message.
Build a Target-Marketed sales message for:
- Older adult couple
- Baby boomer couple – “Empty Nest”
- Middle-age couple
- Young professionals couple – no kids
- Small business owner
- Executive with large corporation
- Single parent
- Single male living alone
- Couple unmarried, but living together
- Apartment dweller
MNEMONIC: Hungry Henry: “Get’em hungry to hear more of your presentation, seminar, email, etc.

NOTE: Whether you’re selling P& C, Life Insurance, Disability, Long Term, Health Insurance, or Investments/Annuities, this section is Killer Good!

THE PROFESSIONAL APPROACH
Be a prospecting machine – construct your own 30-Second Commercial!

TUTORIAL	Opening a seminar, slowing down your presentation, or preventing Unknown Tongue.
SKILL DRILL	Develop a fascinating and compelling Professional Approach MNEMONICS: Hungry Henry bridging to Mr. Big Ears

PRODUCT PRESENTATION
You’ll move from “How Great We Are” to “What we can do for you.”

SKILL DRILL	Eliminating “So What?”Objections Minimizing the Negative Benefit Objection Constructing the Unit of Conviction
EXERCISES	Executing the Close Line Quantifying your Worth, your Company’s Worth, and your Product’s Worth. Justifying your Fees or Commissions MNEMONIC: The Sales Kebob.
TUTORIALS	Selling against Price, Tying your Products to a specific Buyer,

The Tutors will teach you how to make your presentation UP FRONT AND PERSONAL

CONVINCING THE SKEPTICAL
Converting a confused, skittish prospect into a valued client.

SKILL DRILL	Evidence defeats disbelief. How to use the forms of evidence like:Demonstrations ---- Exhibits ----Facts ---- Stories---- Analogies Testimonials ---- Statistics
EXERCISES	Maximizing the effectiveness of the Financial Analysis. Beat the Competition

Closing Module

WHEN TO CLOSE
How to be in command, but not obvious command, of the sale

GAMES	Determine where the buyer is in the decision cycle What to do when someone is ready in the middle of the selling cycle Listen to the trial close, and determine whether it is best used when a prospect is Hot, Warm, or Cold
SKILL DRILL	Learn the proper use of a Trial Close Using Magic Questions that will let you know what the prospect is thinking. Gaining feedback at any time during the sales interview MNEMONIC: The TNT Railroad – learn the motion of the sale

You’ll receive your own Sales Thermometer to determine whether the Prospect is Hot, Warm, or Cold … anytime!

BUYING SIGNALS
The ability to recognize a Buying Signal is a Sixth Sense.

SKILL DRILL	Learn how to respond to Buying Signals when you see or hear them. MNEMONIC: Buying Signals Mental Chain
GAME	Recognizing and Classifying Buying Signals
SKILL DRILL	Identifying what a certain Buying Signal means Evaluating the salesperson’s perspective vs. the buyer’s perspective

CLOSING … ETHICALLY
How to accelerate the selling process, where the process if defined as: Telephone for Appointment > Problem Solving Interview > Financial Analysis > Proposal Presentation > Decision > Product Delivery

SKILL DRILL	8 Ways to Ask for a Decision Staying in Compliance with non-manipulative Closing strategies
GAME	Your attitude at the time of Decision

Click Here To Meet The Tutors

"Our success is measured by your improved performance."

Lee DuBois Technologies
1025 Arlinbrook Drive
Trinity, FL 34655

1-513-225-4890
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