"The Top Line Sales Training "

No two sales forces are the same. One may be challenged by prospecting, while another's challenge may be handling objections. Lee DuBois Technologies can customize a sales training system for your specific company's needs. Following is a sample sales training agenda. We can tailor the agenda to give more focus to the challenges and goals of your organization.

Click here to tell us what you would like to see emphasized in your training session, i.e., handling objections, prospecting, building your book of business, etc.

This is the first Revision of our proven Training System since 1985. It is a complete sales training system from “A” to “Z” that will take you to the next level.

“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

Top Line Training
“Let the Customer Buy”

Our modular approach enables you to use the program for:

1. Enhancing the skills of the Top Salesperson toward the Master Level
2. Initial skill development for the new salesperson 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 salesperson
via a 250-page Review Guide, PLUS access to Video & Audio

Subjects covered in the Training are :

I. INTRODUCTION TO THE SCIENCE OF SELLING
“High Pressure vs. Professionalism”
• Skills vs. Technique
• Be in command of the sale, but not obvious command

II. PROFESSIONALISM
“Customers . . . First, Last and Always”
• Attributes of a Top Producer
• The proper mental attitude -- not Insurance Provider,
but Financial Professional
• The Prospect will tell you where you are weak in the Selling Process
“ANALYZE, ANALYZE, ANALYZE”

III. BLUEPRINTING
“Planning your Call Strategy”
• Qualifying the Prospect; Making Prospecting easy
• Preparing and Developing the all-important Approach > Pivot interview • Identifying causes of Call Reluctance

IV. ESTABLISH RAPPORT AND TRUST
“Making a Favorable First Impression”
• Getting into comfortable conversation
• Selling the Problem-Solving Interview or the Financial Analysis • Establishing an aura of Competence and Trust
• Gaining and keeping a Prospect’s attention
• How to handle the Prospect who says: “I don’t have a need !”

V. AROUSE INTEREST
“Eliminating ‘I’m not interested.’”
• Arousing curiosity -- for an appointment or a seminar
• Opening the closed mind to financial ideas
• 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!”
• Appealing to the Emotional Incentives to Buy
• Appealing to the Logical Reasons to Invest

TOP LINE OBJECTIVES: The Prospecting Systems will help the salesperson improve their Appointment Ratio, their Presentation Ratio and their attitude toward their jobs as they learn how to handle:
“I’m not interested.”
“My financial needs are already taken care of.”
“I’m happy with my current insurance.”
“Do you know how many guys like you call me?”

VI. UNITS OF CONVICTION
“Communicating Your Unique Advantages”
• Getting ahead of your competition and keeping them out . . . forever
“Why do business with us rather than _____?”
• Evidence defeats disbelief
• Features, benefits and claims that are appealing to THAT Prospect
• Developing a well-prepared, provocative presentation
• Cost justification - the “price is right”; fighting the No-Load Objection

VII. THE TRUE SECRET OF CLOSING
“Knowing When to Close”
• Determine the Prospect’s Temperature
• Magic Questions . . . take the sting out of Closing
• Cut your selling time in half . . . see more people

VIII. 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
• What they do when they mentally become Clients
• Being observant

IX. 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

TOP LINE 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 they may never make “Cold Calls” again !

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

X. FINDING THE REAL OBJECTION
“Lose the Fear of the Explosive ‘No !’”
• Don’t answer Objections that do not exist
• Persist without upsetting the Prospect
• You cannot “overcome” Objections

XI. 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 attitude skill

XII. 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
TOP LINE OBJECTIVES: The Objections Modules increase your confidence in your ability to handle any situation. In fact, Handling Objections sessions often result in Agents walking up to Managers and saying:
“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.”
“My group insurance is sufficient for my family’s needs.”

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

XIII. CREATING DESIRE
“The Strength of Emotional Appeal”
• Logic vs. Emotion -- Emotion wins
• Making Prospects aware of their financial Problems & Opportunities
• Letting the Prospects see themselves benefiting from your products

XIV. WEIGHING CLOSE
“Eliminate ‘I want to think it over’”
• Recognizing why Buyers procrastinate
• Getting them to complete the Financial Planning Process NOW
• Outweighing their concerns with the FINANCIAL PLAN’S advantages
• Summarizing the presentation

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

XVI. GOALS
“The Secret to Salepeoples’ Success”
• Agent goals and your Company’s objectives
• Organizing habits and time
• Long-term and short-term goals
• Action Steps for TOP LINE Performance--“I will improve by …”

"Our success is measured by your improved performance."

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