1. How To Change Doubt to Belief By Jit Singh

2. As professionals we don’t need to be taught something new, so much as we need to be reminded of things we already know”

3. How To Change Doubt to Belief Why is this subject important? 1.It defines a unit of conviction 2.It shows how to offer sufficient evident and present the benefits. 3.It explains the seven forms of evidence used in selling.

4. How To Change Doubt to Belief A unit of conviction is made of three parts : 1.Fact 2. Benefit3. Evidence

5. The Parsley Principle Parsley is everywhere. Remember “The Parsley Principle” presentation is everything Must present with Finesse. Draw out the best in you.

6. “ Mind is the Master power that moulds and makes, And Man is Mind, and evermore he takes The tool of Thought, and, shaping what he wills, Brings forth a thousand joys, a thousand ills:- He thinks in secret, and it comes to pass: Environment is but his looking-glass.” James Allen

7. 5 Progressive steps of Learning Awareness Knowledge - Facts What to do? Skill - How To Do Attitude - Habit Expert - Internalize 1 2 3 4 5 Step 4 – 5 Preparedness and willingness to do

8. Sales People Are Attitude Changers. What Attitude Do Unit Trust Consultants Have To Change To Secure A Sale. Change The Clients Mindset……. 1.Rejection to Acceptance 2.Indifference to Interest 3.Procrastination to Desire 4.Fear To Confidence – Fear of Making A decision 5.Create Value in Prospects Mind Good Quality of Service 6Doubt To Belief Good Investment What would the product do for him

9. Procrastination - tip the scale heavier than procrastination Creating Value in Prospects Mind Desire Want

10. How To Handle Unit Trust Objections and Close The Sale Key To Handling Objections A properly structured and well planned presentation will eliminate 80% of the OBJECTIONS

12. The Mission For UTC Is To Find Customer Needs and Fill Them! Not Have Products And Sell Them. We Do This By Listening To Our Customers.

13. Every Unit Trust Consultant Must Be Able To Sell Selling Is A Skill…………… Successful UTC know the 5 Great Rules of Selling… Attention: Unless you command the customer’s attention, the sale will be a foregone conclusion. Interest:The customer must listen and focus on the process. Conviction: Establishing benefits and features. Desire: Uncover the “real” motivation to buy. Close: Ask for the order.

14. What Customer Says about the Salespeople…… He/She works for me…. I feel he/she cares more about me than himself/herself… He/she tries to solve my problems and help me achieve my goals…. I view him/her as A Professional consultant…. He/she really understands my situation..

15. THE SALES PROCESS IS…. 1.Establishing Trust 2.Identifying Needs 3.Presenting 4.Closing, asking for order – how would you ask for your order after the sales process.

16. Paint A Picture Word How Do You Paint A Picture???

17. Claim - If I say something it is a Claim - EG Fact - A Fact is what the independent body says eg. newspaper report or report done by an independent body eg; Lipper, Standard & Poor, Morgan Stanley Tell the prospect what the product is. State the fact, sell the benefit, give the evidence. Fact is the statement of truth. Benefits – What the product will do for you. Remember – The “Parsley Principal” must present with finesse. Draw out the best in you.

18. Summary People want to solve their problems and achieve their dreams. We can help them do that by presenting the benefits of our product or service. A unit of conviction is made up of three parts:…fact,…benefit,…evidence. Remember, there is a difference between a claim and a fact.