"The FInancial Advisor Sales Training "

Financial Advisor Sales Training RG 310 $ 245

This is a complete sales training system from “A” to “Z” that will take every attendee to the next level. It is built to handle the ADD-infested, Sound-Bite-driven buyer that we face in this New Economy – they’re smarter, more skeptical, fickle, and … confused!
Note: Each module has been thoroughly tested for Compliance by New York Life, MONY, National Life of Vermont, Prudential, Nationwide, and Jefferson Pilot Insurance companies.

THE BEST PROFESSIONAL
“Make Every Sales Second Count”

“DuBois and Weylman are key. We were Agency of the Year for Phoenix.”
John Infanti, GA, Phoenix Home Life

“It is undoubtedly the backbone of the Nationwide Selling System.”
Carl Dipman, Performance Consultant, Nationwide

COMPLETE DESCRIPTION

Financial Advisor Sales Training
“Make Every Sales Second Count”

Our modular approach enables you to use the program for:

1. Enhancing the skills of the Top Advisor toward the Master Level
2. Initial skill development for the new Advisor to jumpstart Performance
3. Coach particular skills to groups or individuals -- “Fix What is Wrong”
4. Give Field Management the requisite Coaching skills to ensure success
and reduce turnover
5. Use the power of repetition enabling self-improvement for each Advisor
via a Review & Exercise Guide, PLUS access to Video & Audio

Subjects covered in the Training are :

DAY ONE MORNING

I. PROFESSIONALISM
“Customers . . . First, Last and Always”
• The 3 Attributes of a Top Producer
• The proper mental attitude -- not Product Provider, but Financial Professional
• The Prospect will tell you where you are weak in the Selling Process
“ANALYZE, ANALYZE, ANALYZE”
• How to gain a Confident Selling Attitude
• How to motivate every buyer...early on!

II. BLUEPRINTING
“Planning your Call Strategy”
• Qualifying the Prospect; Making Prospecting easy
• Removing the Early Obstacles to a Relationship
• Preparing and Developing the all-important Approach
• Understanding WHAT people buy AND WHY people buy
• Identifying causes of Call Reluctance -- then "Fix What is Wrong!"

III. ESTABLISH RAPPORT AND TRUST
“Making a Favorable First Impression”
• Selling the Problem-Solving Interview or the Financial Analysis
• Establishing an aura of Competence and Trust -- you're a "Player!"
• 10 Ways to Make a Favorable Impression
• Gaining and keeping a Prospect’s Focus
• How to handle the Prospect who says: “I don’t have a need !”

IV. AROUSE INTEREST
“Eliminating ‘I’m not interested.’”
• Arousing curiosity -- for an appointment or a seminar
• Opening the closed mind to financial ideas
• Appealing to the Emotional Incentives to Buy
• Appealing to the Logical Reasons to Invest
• Selling Prospects on “The Next Steps” in EACH STEP OF THE SALES AND FINANCIAL PLANNING CYCLE
• Getting prospective Buyers to say, “I want to hear more!”
• Constructing your own 30-second Commercial!

TRAINING OBJECTIVES: The Prospecting Systems will help you to improve your Appointment Ratio, Presentation Ratio and most importantly, improve your confidence level as we remove early obstacles to success. Learn how to handle those objections that you hear during prospecting:
           “I’m not interested.”
           “My financial needs are already taken care of.”
           “I’m happy with my current portfolio.”
           “Do you know how many guys like you call me?”

DAY ONE AFTERNOON

V. UNITS OF CONVICTION
“Communicating Your Unique Advantages”
• Getting ahead of your competition and keeping them out . . . forever
“Why do business with us rather than _____?”
•Convincing the skeptical Buyer
• Features, benefits and claims that are appealing to THAT Prospect
• Developing a well-prepared, provocative presentation
• Cost justification in the larger case - the “price is right!”

VI. THE TRUE SECRET OF CLOSING
“Knowing When to Close”
• Taking the Prospect’s Temperature with your own Sales Thermometer
• Controlling the Motion of every sale - make it easy to buy from you!
•Taking the sting out of Decisions with Magic Questions
• Don't talk past the point of sale
• Cut your selling time in half . . . see more people!

VII. BUYING SIGNALS
“Listening . . . Watching . . . Ready for Closing”
• Finding when they’re ready to buy
• What they say when they’re ready to buy
• Improving listening skills - appealing to the buyer's Comfort Zone
• What they do when they mentally become Clients
• Taking High Pressure out of the Decision Process!

VIII. LET THE CUSTOMER BUY
“Order Asking Questions”
• Knowing how to close effectively . . . without high pressure
• Creating the climate for a mutually beneficial decision
• Making the decision easy for the Prospect
• Eliminating Buyer remorse
• Setting the Stage for gaining Quality Recommendations!

TRAINING OBJECTIVES: The Presentation Modules help you to make a more effective Presenter, make more complete Financial Analyses, improve your Production/Sale, and increase Referrals to the point that you should never make “Cold Calls” again !

Most importantly, you will improve your ability to get the deal; after all, you are “Paid to Close.”

DAY TWO MORNING

IX. FINDING THE REAL OBJECTION
“Lose the Fear of the Explosive ‘No !’”
• Don’t answer Objections that do not exist
• Persist without upsetting the Prospect
• Stop trying to “Overcome Objections” - it's impossible
• Eliminating the "Deer in the Headlights" syndrome!

X. DEFUSE THE OBJECTION
“Don’t Fight the Prospect”
• Objections are questions in disguise
• Win an argument / lose a sale
• Lower emotion so you can sell
• Empathy cushions - your most powerful communication skill!

XI. WELCOMING OBJECTIONS
“Reducing the Impact of Prospects’ Concerns”
• Verify the real Objection
• Know the 7 types of Objections
• Know the 5 ways to answer Objections
• Know the 4 times to handle Objections
• Don’t fight Objections; welcome them!

TRAINING OBJECTIVES: The Objections Modules increase your confidence in your ability to handle any situation. In fact, Handling Objections sessions are so revealing that you should not be surprised when the new frustrated Advisor walks up to a Managers and says:
“Thanks for this; I have now decided to stay in the business.”

We show you how to handle ALL Objections, including:

“I don’t pay sales charges for my investments.”
“Why should I provide for my children; let them make it like I did.”
“I can’t afford this kind of monthly outlay!”
“Why should I buy from you?”
“Fred Williams is my agent, and I like working with him.”
“The government + my pension will be enough for my retirement”

Remove the obstacles to the sale, and you get more sales. It’s that simple.

FINAL SESSION

XII. GETTING APPOINTMENTS
“The Telephone as a Sales Tool”
• Losing the fear of the phone
• Knowing why Advisors are rejected on the phone
• Making all the appointments you'll ever need
• Eliminating excuses for not seeing the Agent
• Getting in to see the busy Prospect
• Handling Voice Mail and the screening Secretary
• Eliminating the “Cold Call” forever

"Our success is measured by your improved performance."

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