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Sales Training

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Title: PowerPoint Presentation Author: TRADER Last modified by: AWII Created Date: 11/8/2010 8:23:24 PM Document presentation format: On-screen Show (4:3) – PowerPoint PPT presentation

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Title: Sales Training


1
Sales Training
2
Sales Training
  • Background
  • Drive Theory
  • RAMSR
  • Gaining Commitment
  • Getting Referrals
  • Setting Appointments
  • Closing

3
Sales Training
4
RAMSR

5
Intention
  • Before you even pick up the phone, think about
    your intention
  • Why are you calling this person?
  • Do you feel like a help or a bother?
  • What would you sound like if you had a million
    dollars to offer them?

"Each day when I awake I know I have one more day
to make a difference in someone's life" --James
Mann
6
Qualifying Probes RAMSR
  • Is this a potential client?
  • You need to discover...
  • R Rapport
  • A Admissibility
  • M Motivation Drive Theory
  • S Sign Up (Sum. to Close/Gain Buy-in)
  • Set appointment/complete application
  • R Referrals

7
Rapport
  • Every technique requires rapport.
  • The success of your efforts depends on it.
  • Think of talking to your best friend.
  • When do I establish rapport?
  • Throughout the entire process!
  • During the initial phone call
  • During the appointment

8
Rapport
  • How do I establish rapport?
  • Be yourself! Thats why we hired you.
  • Analyze and adjust to personality
  • Find common interests
  • Relate to the student
  • You mentioned you have three kids I have two.
    How old are yours?
  • Open call knowing what your going to say Hello
    name My name is your name and I am your
    personal admissions counselor here with xyz
    educational services here in city, state. I
    received your request for information stating
    that you have a desire to take control of your
    401Kis this correct? Tell me what you are
    looking to do.

9
Probing builds rapport!
  • When you are probing for motivation, you are
    letting them know you care about THEM.
  • They dont care what you know until they know how
    much you care.
  • By summarizing, you are showing the student that
    you are listening to their words, and that builds
    their trust as well.
  • Rapport is not separate from the rest of RAMSR
    it is part of EACH step! Rapport is about
    relationship building.

10
Cookies!!!
  • Make them feel good about their accomplishments!
  • If they tell you something theyve done or
    accomplished as a parent, an employee, a
    student, give them credit!
  • Wow, Diane, you are a single mom raising two
    kids, working full time, and you are making it a
    priority to get your 401K in order for your
    retirement. Good for you!
  • So, youve been w/ ABC corporation for 7 years?!
    Thats amazing! You must be a very devoted
    employee.

11
Be Confident and Genuine
  • Throughout the call or appointment, give out
    cookies constantly!!
  • Cookie vs. Crumb
  • Make the client feel good about their
    accomplishments and encourage them there are
    still so many more yet to come!!
  • How do you feel when someone compliments you? Do
    you want to hear what else they may have to say?
    Do you feel better about yourself and them?
  • The person on the other line is looking for YOUR
    help!! YOU are there to provide that!!

12
Admissibility
PROBE!!!
PROBE!!!
  • Is the client Admissible? Ask...
  • Tell me about your previous 401K risk management
    plan
  • How much do you have in your 401K
  • Do you know if you have the best or worst funds
    in your 401k?

PROBE!!!
13
Motivation Drive Theory
Successful people ask better questions, and as
a result, they get better answers. Anthony
Robbins
14
Dr.s Visit
  • Check in
  • Fill out questionnaire
  • Nurse Assistant questions you
  • Nurse questions you
  • Dr. questions you
  • Dr. checks ear/nose/throat/lungs/temp
  • X Ray
  • Bronchitis
  • Take antibiotics and get better or do nothing and
    it develops into Pneumonia and death gtgtgtgt you
    choose?
  • When you realize you are sick and things are
    getting worse you go to the doctor, follow their
    advice, and get better so you dont get worse.

15
The Secrets.
  • The secret formula I developed
  • What Why Must (Need) (DRIVE THEORY)
  • Must How Now (Signal Newsletter Analyzer)
  • Drive theory brings emotion to the logic. Why is
    this important?
  • Drive theory is the mirror. It is the tough
    questions that makes investors look at their
    past, present and future choices and take control
    by making a choice.
  • Drive Theory can get more challenging as you
    become more experienced. Why?
  • ALWAYS GO BACK TO THE BASICS.

16
The Secrets.
  • Probe in a strategic fashion to uncover needs.
  • Dig 5 Layers
  • Drive theory is the groundwork for urgency and
    overcoming objections. Focus on solutions for
    goals not problems.
  • If they do not reveal past/present/future w/out
    information, find future with and then reverse it
    to bring about the opposite.
  • Take notes and use their exact words.

17
Drive Theory Drivers Ed
  1. Past
  2. Present
  3. Future
  4. Future Pleasure
  5. 2 Second Pause
  6. Summarize Choice

18
Motivation - FORK IN ROAD
401K FUTURE WITHOUT
401K FUTURE WITH How will you feel with your 401K
having a risk management plan going forward?
DIG!!!
DIG!!!
FAST FORWARD TWENTY YEARS
What will your 401K look like if you stay on the
same path w/o a risk management plan?
PRESENT YOU ARE HERE
What inspired you to inquire now? Do you know if
you have the best performing funds in your
401K? Do you currently have a risk management
plan?
DIG!!!
DIG!!!
PAST
How has your 401K done following the buy and hold
mentality? Why where you following it?
DIG!!!
Remember.. Always use their words back to them!
19
NEVER TELL WHAT YOU CAN ASK!!!!!!
  • TURN ANY ASSUMPTIVE STATEMENTS INTO OPEN
    QUESTIONS THEY WILL ENROLL THEMSELVES!!
  • For example,
  • If a client says they are motivated to find a
    solution so they can have more confident in the
    market,, you might be inclined to say, And that
    will make you more money right? .Instead you can
    say What will that confidence and plan do for
    you?
  • TURN THEIR STATEMENTS INTO QUESTIONS

20
Advanced Driving
  • Pain Past w/o plan/analysis - dig at least 5
    layers - you should be able to draw this
  • Pain Present w/o plan/analysis - dig at least 3
    layers - you should be able to draw this
  • Pain Future w/o plan/analysis - dig at least 3
    layers - you should be able to draw this
  • Pleasure Future w plan/analysis - dig at least 5
    layers - you should be able to draw this
  • 2 second pause
  • Thank them Thank you for sharing that
    information with me"
  • Summary Choice "Based on what you have said it
    sounds as if you have two choices "state Pain
    future w/o plan/analysis " or state Pain future
    w/ plan/analysis " - which will you choose?
  • What do you know about the analyzer and SPX
    Bull/Bear Signal Newsletter?
  • Summary
  • It answers the question for you in about 3
    seconds about whether you have the best or worst
    performing funds in your 401k
  • It provides an educational risk management
    strategy.
  • What do you think the next step is? Confirm and
    Hook - Don't say a word until they answer - when
    they answer say "excellent" - then dont say a
    word - JUST BE SILENT - 9 out of 10 times they
    will say what is the next step
  • Answer - The next step is to sign up.

21
The Secrets.
  • Get them to ask you!
  • Get motivation!
  • Know the answers to all your questions before
    they arrive
  • Probe in a strategic fashion
  • Be confident and genuine
  • Start off appointment with a strategic question
    not how is the weather

22
Set Appointment/Signup Urgency Gaining Buy-in
  • How soon does the client want to Signup?
  • Ask...
  • Are you ready for the next market crash?
  • Do you think you can predict when that will
    happen?
  • How soon do you want to have a risk management
    plan?
  • How soon do you what your money in the best
    historically performing funds?
  • On a scale of 1-10, how important is it to have
    your money in the best historical performing
    funds and to have a risk management plan for the
    next market crash?
  • Do you have access to the computer and the
    internet right now?
  • If yes -gt Gain Commitment To Close/
  • If no -gt Set In Person or Phone Appointment

23
  • ESTABLISH TIME AND APPOINTMENT
  • Summarize Need/Benefit (Drive Theory)
  • Schedule Probe (Choices)
  • Weekday/Weekend
  • Morning/Afternoon
  • Thursday/Tuesday
  • Homework (Use Deadlines)
  • 1) Write down any questions you have
  • 2) Fill out form with mutual fund symbols I am
    going to send you (Not required but helpful)
  • Bring copy of 401K statement
  • 3) Fill out customer information form and bring
    it with you
  • 4) Bring Credit card or checkbook

24
Gaining Commitment
  • 6 Statements to Increase Show Rate (A-F)
  • Make sure they know why they are coming in
  • Make sure they know you value your time
  • Make sure they know they can show up
  • Make sure you prepare them for the day of the
    appt
  • Make sure they know how to get to the appt
  • Make sure they write down day and time of appt

25
  • GAIN COMMITMENT TO APPOINTMENT
  • I know we have went over this and I have found
    that clients who get the most out of the
    appointment know exactly why they are coming in.
    What you are expecting to get out of coming into
    the appointment?
  • This will get them to understand why the are
    coming in so they if they think about cancelling
    they can remember the reason for the appointment.
  • This is very important to you and time is limited
    for you to be able to come in as I only meet with
    a maximum of 4 new clients a day.
  • Based on what you have said about what you are
    looking for out of this appointment and the
    decision you have made to move forward to take
    control of your 401K is there anything that would
    happen that would stop you from coming into the
    appointment?

26
  • GAIN COMMITMENT TO APPOINTMENT
  • Okay I want to warn you of something that a lot
    of clients feel after they schedule an
    appointment. They get nervous, or they are tired
    from work, or life just happens and they think
    about postponing. Since this is important to you
    what are you going to tell yourself when you get
    nervous, tired, think about postponing or life
    circumstances come up to keep you motivated and
    ensure you come in so you can move toward
    obtaining control of your 401K (the answer should
    be their motivation). If they cant answer then
    probe say why do you want to take control of your
    401K? Then ask them the question again what are
    you going to tell yourself when you get nervous,
    tired, think about postponing or life
    circumstances come up to keep you motivated and
    ensure you come in so you can move toward
    obtaining control of your 401K.

27
  • GAIN COMMITMENT TO APPOINTMENT
  • Excellent I will send you an email with a map to
    my office, the mutual fund symbol form, and the
    client information form (if you cant fill out
    the form please bring your 401K statement with
    you NOTE also send them a referral form that
    they can feel out no need to mention it you will
    be surprised how many people feel it out ask
    for name, phone and email for 10 people). Please
    reply to this today to let me know that you have
    received it. What time can you reply to the email
    today?
  • To make sure I have the right time can you state
    the date and time you have on your calendar for
    our appointment.
  • END CALL
  • It was a pleasure speaking with you and I look
    forward to seeing/talking to you on Date Time,
    have a great day CLIENT NAME.
  • 2 sec pause Hang Up

28
Referrals
  • Do not ask DO ask WHO open not closed
  • FFA Friends Family Associates
  • Who else do you know that would benefit from this
    with their 401K? Ask...
  • Who would you like to bring to your appt.?
  • Send them referral form/recommend them to
    referral form on site/have referral form ready to
    fill out as part of appointment process
  • Obtain name, home phone, cell phone, email

29
Gain Commitment To Close
  • What do you want out the analyzer?
  • Why do you want a risk management plan?
  • How will the analyzer and signal get you there?
  • Why now?

30
Referrals
  • Who else do you know that would benefit from this
    with their 401K? Ask...
  • Who would you like to bring to your appt.?
  • Send them referral form/recommend them to
    referral form on site/have referral form ready to
    fill out as part of appointment process

31
ARRIVAL TO APPLICATION (10-12 minutes)
Have analyzer report printed and ready.
  • If you did RAMSR on the phone correctly then you
    know the answers.
  • Greet them with Hi (client/student name) my name
    is (your name) are you excited to get control of
    your 401K?
  • Summarize
  • Drive (past, present, future w/o, future w)
  • 3 Questions (Sell it back to me see next slide)
  • 3 Choices (each choice is a yes to the
    application)
  • Summarize Give Date - Fill out application

32
Gain Final Commitment To Close
  • If they have funds pull report
  • If company is in list pull report
  • If they have statement call company and get them
  • If none of the above let them know they will
    have access and can do it at any time then move
    forward
  • Summarize
  • What is the clients goal with their 401K?
    Motivation (in detail)
  • How will analyzer/signal help get them there?
  • Why Now?

33
THREE CHOICES
  • Each choice is a yes to the application
  • Type Silver/Gold/Platinum
  • Payment Plan (Monthly/Annual)
  • Payment (Credit Card/Check or Visa/MC)

34
Summarizing Motivation and Needs to be a Final
Commitment
  • TOP SIX THINGS TO SUMMARIZE
  • Three sell it back to me questions
  • Three choices
  • Then give application/payment form/user agreement.

35
Finallyask for the application!
  • Top reps dont ask for application they lead to
    the application.
  • CONFIDENTELY lead them to the next step
  • Your next step is to complete the application.
  • THE NUMBER ONE REASON AGENTS DONT GET
    APPLICATIONS IS THEY DONT HAVE CONFIDENCE TO
    LEAD CLIENTS TO THE NEXT STEP!
  • What do they get by submitting an app? WIIFM?
  • To lock in the platinum package for the silver
    price, and to get immediate access to the current
    signal and analyzer,, well want to complete that
    application today.

36
Referrals
  • Do not ask DO ask WHO open not closed
  • FFA Friends Family Associates
  • Who else do you know that would benefit from this
    with their 401K? Ask...
  • Who would you like to bring to your appt.?
  • Send them referral form/recommend them to
    referral form on site/have referral form ready to
    fill out as part of appointment process
  • Obtain name, home phone, cell phone, email

37
Sign Them Up
  • Provide username and password through email or in
    person and provide website login.
  • Do quick website orientation.

38
Graduation
  • Congratulations!!
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