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Day Two.  Three Components of Success  Rapport Building  Rapport Building Laptop On Demand  Role-Play Rapport Building  No-Cost and Referral Collection.

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Presentation on theme: "Day Two.  Three Components of Success  Rapport Building  Rapport Building Laptop On Demand  Role-Play Rapport Building  No-Cost and Referral Collection."— Presentation transcript:

1 Day Two

2  Three Components of Success  Rapport Building  Rapport Building Laptop On Demand  Role-Play Rapport Building  No-Cost and Referral Collection  Laptop On Demand No-Cost Presentation  Role-Play No-Cost and Referral Collection  Full Presentation

3 The Three Components of Success

4 Rapport Needs- Based Closing Transitions and Tie- Downs

5  Rapport Building  Establishing trust and respect with the client  Transitions and Tie-Downs  Using the script effectively  Needs-Based Closing  Selling based on the need rather than the price

6 Rapport Building

7  In our sales driven society, people buy because of:  Advertising  Reputation  Word of Mouth, etc.  At Liberty National, people buy because they like you FIRST!

8  The typical sales process has 4 steps to it:  Step 1: Build and establish rapport  Step 2: Expose and establish a need  Step 3: Present a product that fills the need  Step 4: Close the sale of the product  The Diagram on the next slide illustrates the importance of rapport in the sales process.  The more rapport built, the less closing is needed. The less rapport built, the more closing is needed.

9 Rapport 40% Establish Need 30% Product 20% Closing 10% Agent 50% Laptop 50%

10  In order for someone to want to work with you, they must first: Trust You Anything you say produces tension or trust Go slow, create trust Be sincerely interested in helping their family Respect You Be an insurance professional Speak with confidence Knowledge is power, arm yourself with insurance knowledge

11 Be excited to watch the videos every time Client is half as excited as you are Interaction with Videos People buy from Agents they trust People buy from Agents they respect Be an Insurance Professional Shows you’re a professional Shows you care about them Strong Warm Up

12 Laptop On Demand Rapport Building

13  Today, we will see rapport building explained and demonstrated in a laptop presentation.

14 Role-Play Rapport Building

15  Follow your training manager’s instruction and role-play rapport building

16 The No-Cost Presentation

17  The No-Cost portion is vitally important for 3 main reasons:  It’s how we collect referrals  It introduces the client to the computer and gets them used to a laptop style of presentation  It introduces ‘cause and effect’ sales ▪ Video presents a problem, i.e. every 4 minutes someone dies from an accident, and provides the effect, or solution, a No-Cost ADP policy.

18 Collect More Referrals Use the videos to ask for referrals Use the script to keep it simple More referrals come from using the Laptop in the No-Cost section Establish Cause and Effect Sales Problem- Solution Problem: Every 4 minutes someone dies from an accident Solution: No- Cost ADP Cause and Effect Sales Is used in sales universally Happens 3 separate times in the No-Cost section Is the same structure from the Survey to Close

19  As you can see, we are trying to extend these benefits to the people in your circle of influence who you know can use it.  Ask “Who would you like to sponsor FIRST?”  Get your first sponsorship and ask “Who would you like to sponsor NEXT?” Always remember, “Who’s first” and “who’s next?”

20  “Who’s first …” is much better than “Can you think of anyone …”  Always ask “Who’s next?”  Even if they say they can’t think of anyone else, bring up another option; a sibling, relative, neighbor, or coworker and they will think of another then say, “Who’s next?”  Be suggestive: “Most people just look through their phone to think of people.”  Use competition: “Most people sponsor 10, but the most I’ve seen someone sponsor is 27, if you want to try and set the record!”  Overcome an objection: “Whenever the Company sends out a claim check, the family receiving it never sends the check back, they always cash it. Who do you want to help first?”

21 Role-Play No-Cost and Referral Collection

22  Follow your training manager’s instructions and role-play the No-Cost and Referral Collection

23 Full Situational Presentation

24  Referral Lead Type  Married family with 2 kids and a mortgage


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