2Day Two Objectives Three Components of Success Rapport Building Rapport Building Laptop On DemandRole-Play Rapport BuildingNo-Cost and Referral CollectionLaptop On Demand No-Cost PresentationRole-Play No-Cost and Referral CollectionFull Presentation
4Three Components of Success RapportNeeds- Based ClosingTransitions and Tie- Downs
5Three Components of Success with the Laptop Presentation Rapport BuildingEstablishing trust and respect with the clientTransitions and Tie-DownsUsing the script effectivelyNeeds-Based ClosingSelling based on the need rather than the price
7Rapport Building In our sales driven society, people buy because of: AdvertisingReputationWord of Mouth, etc.At Liberty National, people buy because they like you FIRST!
8The Sales Process The typical sales process has 4 steps to it: Step 1: Build and establish rapportStep 2: Expose and establish a needStep 3: Present a product that fills the needStep 4: Close the sale of the productThe 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.
9The Sales Process and the Balance of Human Element and Technology Rapport 40%Establish Need 30%Product 20%Closing %Agent50%Laptop50%
10RapportIn order for someone to want to work with you, they must first:Trust YouAnything you say produces tension or trustGo slow, create trustBe sincerely interested in helping their familyRespect YouBe an insurance professionalSpeak with confidenceKnowledge is power, arm yourself with insurance knowledge
113 Parts to Rapport in the Presentation Interaction with VideosBe excited to watch the videos every timeClient is half as excited as you areBe an Insurance ProfessionalPeople buy from Agents they trustPeople buy from Agents they respectStrong Warm UpShows you’re a professionalShows you care about them
12Objective ThreeLaptop On Demand Rapport Building
13Complete Rapport Building Video Training Today, we will see rapport building explained and demonstrated in a laptop presentation.
17No-Cost PresentationThe No-Cost portion is vitally important for 3 main reasons:It’s how we collect referralsIt introduces the client to the computer and gets them used to a laptop style of presentationIt introduces ‘cause and effect’ salesVideo presents a problem, i.e. every 4 minutes someone dies from an accident, and provides the effect, or solution, a No-Cost ADP policy.
18The No-Cost Videos Collect More Referrals Use the videos to ask for referralsUse the script to keep it simpleMore referrals come from using the Laptop in the No-Cost sectionEstablish Cause and Effect SalesProblem-SolutionProblem: Every 4 minutes someone dies from an accidentSolution: No- Cost ADPCause and Effect SalesIs used in sales universallyHappens 3 separate times in the No-Cost sectionIs the same structure from the Survey to Close
19Always remember, “Who’s first” and “who’s next?” Asking for ReferralsAs 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?”
20Referral Collection Tips “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?”
21Objective SixRole-Play No-Cost and Referral Collection
22Role-Play the No-Cost Presentation and Referral Collection Follow your training manager’s instructions and role-play the No-Cost and Referral Collection