ASales Caffeine MAY 05 2014 Part1

8/19/2019 ASales Caffeine MAY 05 2014 Part1

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SALES CAFFEINEMAY 05, 2014

930am – 1130am


2/35

Honor the Lord this morning

with a Prayer .


3/35

Learning Sessions forMAY…

1) FNA Review – understanding again the

value of using Financial Needs Analysis

2) FNA astery – memori!ing the scri"t anddelivering it "ro"erly

#) Health $nsurance – why our "ros"ects

need Health %&entials and Health a&') (ersuasion (itfalls – things to avoid when

"ersuading the "ros"ect


4/35

Review of the previousLesson


5/35

Previous Learning Session:*a+ing ,our (ros"ect-s *em"erature


6/35

/

Taking YourProspect’s Temperature

“Always look before you leap”

Before ump!"# !"$o a pool%

&'a$ (o you (o f!rs$)• *eel $'e wa$er $o +'e+k !f !$s $oo +ol( or us$ r!#'$-

Before #o!"# for $'e ./%

&'a$ (o you (o f!rs$)• .'e+k $'e prospe+$s buy!"# $empera$ure-

./, /&A6M or 78


7/350


“*a!lure $o se 8r!al .loses”

3 Pr!mary 6easo"s &'y A#e"$s

o"$ se 8r!al .loses1- A#e"$ !s "o$ f!"!s'e( sell!"# a"( (oes "o$ wa"$

sales p!$+' $o be !"$errup$e(-

2- A#e"$ +o"fuses 8r!al .lose w!$' $'e Al$er"a$!e

.'o!+e .lose-

3- A#e"$ !s "o$ prepare( : (oes"$ k"ow 'ow $o use o"e-

;mpor$a"$


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“8'e 8r!al .lose”

Ask for a" op!"!o" f!rs$%> 8'e a"swer w!ll !"(!+a$e $'e prospe+$s

rea(!"ess $o buy> ;f $'e prospe+$ !s"$ 'o$ e"ou#' $o buy, (o"$ ask '!m $o buy

?ues$!o"s you +oul( ask%

• “7ow (oes !$ sou"( so far)”• “oes $'a$ make se"se)”

• “;s $'!s w'a$ youre look!"# for)”• “&'a$ (o you $'!"k)”• “7ow +lose (o you feel $'!s +omes $o mee$!"# your "ee(s)”• A"y @ues$!o" $'a$ s$ar$s w!$' “;" your op!"!o"%)”

+a" be a" effe+$!e $r!al +lose-


9/35


8r!al .lose 6espo"ses“;s $'!s w'a$ youre look!"# for)”

“Absolu$ely ;e bee" look!"# for $'a$ for a lo"# $!me-

;$ looks #rea$” Go for the close by asking for the business.

“;$s sor$ of w'a$ ;m look!"# for%” Don’t go for the close.

Present more benefits and reasons for the prospect to buy.

Then use another trial close to test waters again.

“


10/3513


/ea(!"# $o $'e .lose%


;$ looks #rea$” Go for the close by asking for the

business.

8'e 6e+omme"(a$!o" or u##es$!o" 8r!al .lose

Act as a Resource Person and make a recommendation or

suggestion that moves the prospect towards a decision in your favor

ampleC

#$hat ! recommend is that you start with a %ealth &a' so that you and

your family will be well protected (ust in case something happens to you.

%ow does that sound to you)*


11/3511


/ea(!"# $o $'e .lose%



business.

8'e “If I / Would You” 8r!al .lose

asic formula is! “If I "am a#le to do this$ would you "do that$%”

ampleC

#!f ! am able to show you a way to sa+e money and protect your family

within the budget you’+e (ust mentioned" will you start with the plan

right away)*


12/3512


/ea(!"# $o $'e .lose%



business.

“&'a$ &e .a" o


13/351#


$ay Away from


14/35

Today’s Learning Session:4inning through FNA5


15/35

4inning *hrough

FNA


16/35

1/

4inning *hrough FNA

Aminiiin6


17/35

10

4inning *hrough FNA

7ommon 89:ections


18/35

1

7ommon 89:ections

#,yoko mag-memorie ng script

$ala akong oras aralin

/aya ko naman eh" kahit wala.*

Na+a+ita +a na 9a ng a+tor

na walang scri"t;


19/35

1

7ommon 89:ections

#!t’s too complicated 0

,ng daming pasikot-sikot pa" pwede namang

diretso na0

Tantya ko 1kung ano ang bagay sa prospect ko 2

ang dami ko ngang benta na 3& sum insured

eh.

/aya mo ba 4yon))*


20/35

23

7ommon 89:ections

5aku" 65,0

4Di kasi ako 4yan.

Parang 4di natural sa akin" di naman ako

ganyan magsalita0

5atatawa nga sa akin ang mga kaibigan koeh.

=ila lang 9a ang mga

tao sa mundo;


21/35

21

7ommon 89:ections

,y 7nglish

Sosyaaaal0

Pero pwede bang hindi ko na gawin 4yan)

4Di na kaya ng powers ko eh0

%h >di sulitin mo "owers mo5


22/35

22

7ommon 89:ections

Ginamit ko na 4yan0

Sinunod ko na ang lahat ng

sinabi ng makulit kong ,D&

8buti nalang mabait sya90

Pero 4di naman effecti+e"4la namang bumili sa akin.

8y wala >yan sasandata ha? nasa

sundalo6


23/35

2#

7ommon 89:ections

,ng laki naman ng 65, /it

4Di nga magkasya sa table ng

pinrestentan kong doktor

,yoko nang gamitin0

%h >"ag mas mala+i

ang 9enta mo dahildyan? >di mo "a 9a

gagawan ng "araan;


24/35

2'

4inning *hrough FNA

4hy FNA;


25/35

2@

4hy FNA;

(ersistency

(remium

Aue

(eo"le 9uy? and continue

to 9uy? when they 9elieve

their needs are met.


26/35

2/

4hy FNA;

(rofessional

(eo"le are =$7B and *$R% of 9eing

"ushed around 9y hardCsellers? and

are loo+ing for advisors to *R


27/35

20

4hy FNA;

esigned to 9e concise?

vivid? factC9ased? D needC

and 9udgetCsensitive

$t 4or+s


28/35

2

4hy FNA;

All we have to do is imitate what they

do. $n fact? the FNA is the +ey to

success in this 9usiness.

=uccessful "eo"le do it


29/35

2

4hy FNA;

,ou may get the

sale once? 9ut will

you get it again;

$t-s the Foundation for

Re"eat Eusiness and

Referrals


30/35

#3

4inning *hrough FNA

Additional $nfo


31/35

#1

Additional $nfo

ream *a9les

Eased on a com"any survey 9ac+ed 9y actuarial stats.

arries client-s need with afforda9ility.

$ncome (rotection

21C'@ y.o. Ghighest need) #C'& of annual salary.

3C23 D '/C@@ y.o. Gmoderate need) 2C#& of annual

salary.

@/C03 Gleast need) 1C2& of annual salary.

%ducation

Eased on a "ercentage of monthly income G'CI)?

de"ending on age of the child.


32/35

#2

Additional $nfo

ream *a9les

Retirement

Ranges from /C23& the annual income.

edical

Eased on how afforda9le the solution is 9ased on

income? not on the income "er se.

ore detailed discussionsJcom"utation can 9e done

through the etailed FNA 4or+sheets.


33/35

##

Additional $nfo

*he #-s of emori!ing

emori!e $t 4ordCforC4ord


34/35

Get rea! for…

$A D FA C FNA accreditation5

$nsurance Advisor D Financial Advisor

Financial Needs Analysis Accreditation5 ALL ERAN7H%= will have it this A,

.'e+k your s+'e(ules "ow


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ASales Caffeine MAY 05 2014 Part1