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“Selling like a master is the practice
of asking appropriate questions that
uncover client needs so that they feel
the pain. SPIN® Selling teaches you
how to do that.”
—Larry Klein, CPA/PFS, CFP®
Certified Retirement Financial Advisor™
Huthwa i te ’ s ttwo-dda y Worksh o p wwi l l hhe l p yy o u c l o s e mmore bb u s i n e s s !
Who Should Attend
S P I N ® S E L L I N G F O R F I N A N C I A L A D V I S O R S F E E : U S $ 1 , 4 9 5 P E R P E R S O NPlease print all information clearly (photocopy for multiple bookings) and fax to 925-935-5991 or call 800-980-0192 Option 3
Venue City/Date: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Mr/Mrs/Ms/Other . . . . . . . .First Name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Last Name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Job Title . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Email . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Company Name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Phone . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Fax . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Address . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
City/State/Zip . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Payment Method:
❏❏ Credit Card $ . . . . . . . . . . ❏❏ Visa ❏❏ M/C ❏❏ AMEX Credit Card No. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Exp. Date . . . . . . . . .
Name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Signature . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
❏❏ Check (payable to NF Communications) $ . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .See inside for complete registration details. We must receive payment in full at least 48 hours before the program. No one will be allowed to attend without paying unless prior approval has been granted by a Huthwaite representative.
SPIN® Selling for Financial Advisors Workshop Fee: US $1,495per person (includes Extended Learning Program).
Partner discount—when four professionals attend who have thesame business address, there is a 10% discount.
SPIN® Selling for Financial Advisors Registration Form
RReeggiisstteerr
NNooww!!
Unable to Attend?
I am unable to attend but would like further information on:❏❏ Future events, newsletters and publications. Complete the
registration form above.❏❏ Subscribe to The SPIN® free. (Be sure to include your email
address!) Get biweekly tips to improve your sales effectiveness.
Financial Services Professionals
Stockbrokers, Financial Planners, MoneyManagers, CPAs, insurance agents — anyfinancial services professional who desiresmore clients
Professionals who want to do more thanconvince or persuade
Professionals who want the mere power andinsight of their questions to do the “selling”
Those who desire to work fewer hours andobtain more profitable clients
Financial Advisors who desire to differentiatethemselves from the competition
Advisors who want to transition from “salesperson” to “trusted advisor”
Spin® Selling for Financial Advisors
SPIN® Selling for Financial Advisors is based onthe sales models written about in SPIN ® Sellingby Huthwaite founder Neil Rackham. SPIN ® Selling is McGraw-Hill’s best sellingbusiness title of all time!
5 Easy Ways to RegisterWeb: www.nfcom.com/spin
Phone: 800-980-0192 Option 3Fax: 925-935-5991
Mail: 1700 N. Broadway, Ste 405Walnut Creek, CA 94596
Email: [email protected]
Do you want to close more sales?
Do your prospects procrastinate in theirinvesting and insurance commitments?
Do you find it difficult to differentiate yourselffrom your competition?
Are you frustrated when you can see thesolution but your client cannot?
Learn how Top Sellers succeed
Attending SPIN® Selling for Financial Advisors will helpyou achieve major sales success now. You’ll develop thespecific skills and strategies you need to shorten your salescycle, win clients from the competition, and close morebusiness! In an aggressive two-day program you'll learn how to:
Plan for a successful sales call that moves the sale forwardAsk the right questions
Avoid objectionsUncover real client needs that motivateyour prospects to buy
And much more… the SPIN® Selling for Financial Advisorsprogram is so much more than a training course. It’s thefirst step to real sales performance change. Details inside . . .
SPIN® Selling for Financial Advisors is Coming!
Adams Mark Hotel, Dallas TXJuly 21- 22, 2005
Space is limited! Register Onlinewww.nfcom.com/spin
800-980-0192 Option 3
Space is limited! Register Onlinewww.nfcom.com/spin
800-980-0192 Option 3
“The Ultimate Training Experience in SPIN® Selling—A breakthroughin sales skills that will dramatically increase your sales success.”
FinancialAdvisors
Spin® Selling for
Adams Mark Hotel, Dallas TX
July 21- 22, 2005www.adamsmark.com/dallas/index.asp
Day 1
How SPIN® Selling Started SPIN Selling Certificate Training Schedule – D A Y 2Day 2
Huthwaite is the creator of SPIN® Selling.
Over 25 years ago, Huthwaite founder Neil Rackham begana 12-year, groundbreaking research study that analyzed over35,000 sales calls conducted in 23 countries. The study’sobjective was to determine the distinct behaviors of successfulsalespeople. The results identified key behavioral differentiatorsand challenged the view that good closing techniques are thekey to successful sales. These findings gave rise to arevolutionary and now famous selling model: SPIN®. Theresearch, considered the most important study ever conductedin the sales field, is summarized by Mr. Rackham in SPIN®
Selling, McGraw Hill’s all-time #1 best-selling book on business.
Today, Huthwaite’s ongoing research has led to thepublication of dozens of articles and books and the creation ofcomprehensive sales performance improvement systems.
You may read about our discoveries in our many best-selling books, including SPIN® Selling, Major Account Sales Strategy,Managing Major Sales, Getting Partnering Right and Rethinking the Sales Force. We offer results-driven programs in sales callexecution, sales management and strategy, sales prospecting,
sales forecasting, negotiation, and innovative sales forceresponses to marketplace demands.
Huthwaite has worked with hundreds of world-class salesorganizations. Now you can share the skills, strategies and tools that keep these companies on top.
These companies have been training their teams in SPIN®
Selling for years:
Payment: We must receive payment in full at least 48 hours before the program. No one will be allowed to attend without paying unless prior approval has been granted by a Huthwaite representative. All funds must be sentin US Currency. Training fees do not include 7% GST for Canadian Trainings.What if I have to cancel? Huthwaite understands that circumstances may arise requiring a participant to cancel and/or reschedule their registration for a training. If a cancellation request is made 14 days before the programthe participant is entitled to a full refund. Participants who cancel less than 14 days before the program will be responsible for the entire registration fee.By registering for this training, participants understand that the SPIN Selling and other program material they will be receiving is proprietary and confidential and is for personal use only. Any reproduction, copying, or otheruse of the material in any manner without the express written permission of the owner is prohibited.Program Changes Huthwaite will make every attempt not to postpone or cancel any scheduled programs. If a postponement is required for any reason, participants will be notified 7 days prior to the program via phoneand/or e-mail. Participants may apply the registration fee to a future program, or request a full refund. Huthwaite is not responsible for travel expenses incurred by participants in the event of a cancellation. Please note thatall dates listed for each program are subject to change.This registration fee may be applied to a future SPIN Selling for Financial Advisors within 6 months of the original program. Substitutes will be accepted if we receive written notice at least 5 days before the program.
Obtaining commitment
Why commitment starts before the call
Four essential prerequisites for obtaining commitment
Debunking common myths about closing techniques
Why you shouldn’t discuss price too early in the game
Why the payoff is in the set up—how proper planningleads to commitment
Four possible outcomes of a sales call
How to avoid continuations and advance the sale
How to classify the outcome of your sales call to determinewhere the sale is going
You can control the outcome of your call
Why avoiding objections by offering needs-based solutionsbeats handling objections every time
How you add value in the major sale, plus ways toincrease your value
Turning customer wants into explicit, actionable needs
How to maximize the outcome of your call
Apply SPIN® to ensure your future sales success
Using SPIN® skills with your own selling scenarios throughinteractive role-play and discussion
Extended Learning Program: reinforcement tools to assureyou’ll keep improving on your SPIN® knowledge & behaviors
Advanced Role Play Practice
Extensive practice and feedback
Pulling together everything you’ve learned during the training
Tips on practicing your skills after the program
8:30 am: Training Begins Each Day ❙❙ 12:30 pm: Lunch ❙❙ 5:00 pm: CloseAppropriate breaks will also be provided.
What makes SPIN® Selling for Financial Advisors unique?
There are hundreds of sales training programs availabletoday. But SPIN® Selling for Financial Advisors maximizesclassroom time by engaging and teaching you via pre-workbefore the class begins. You come to the training understandingthe basic tools, enabling you to concentrate on real skilldevelopment during the two-day class. And you get hands-onpractice, group interaction and role playing using actual sellingscenarios at the training, enabling you to immediately applyyour new skills in real business situations when you leave.
How can SPIN Selling help you?
SPIN® Selling for Financial Advisors gives you the specificskills and tools you need to conduct more effective sales callsthat move the sale forward. The SPIN® Questioning Modelprovides the framework that helps you zero in on what yourprospects want. You’ll learn the right kinds of questions to ask,and when to ask them.
The SPIN® Selling model is not an opinion or goodidea—it was proven in 35,000 sales conversations. If you wantto learn what works, rather than what someone thinks shouldwork, you need to attend this training. It will work for you.
The learning doesn’t end when the training does!
A key element of improving sales performance is the abilityto maintain and reinforce skills on an ongoing basis in thefield. The free Extended Learning Program website allows youto practice and enhance the skills you learn at the training. Thisself-paced program includes exercises you can practice withpeers as well as alone.
You can have a reputation as a “huckster”—someone whopitches the features and benefits of their products, a personwho is able to close the small deals. Or, you can positionyourself as a professional, asking such powerful questions thatyou lead your prospects to the correct conclusions about howyou can help them. So that after your meeting, your prospectthinks, “No one ever asked me those questions before or hadme realize the right course of action.”
Learn the essentials of successful sellingThe three key professional sales principles that allow youto establish trust, confidence and strong customerrelationships every time
Avoiding “small sales pitfalls”: Why wealthy prospectsare different from small sales opportunities
To close or not to close? Why quick closes hurtsales outcomes
The value of SPIN questioning skills
How to uncover client desires by asking the rightquestions at the right time
Learn what your client must have and what isn’timportant to them
Amplifying the problems that you can solve
Plan and execute a successful sales call
Define individual customer needs, not just blanket solutions
Essential call planning tools that keep you in control of yoursales call and its outcome
Getting traction: gaining interest and advancing the sale
What the call opening should accomplish
Gaining permission to ask questions
How to extend desires by linking them to otherpotential problems
Focusing customers on solutions and actions, notjust problems
Moving the discussion forward towards actionand commitment
Why asking the right questions at the wrong timecan hurt you
Strengthen your SPIN® Selling skills during ourinteractive exercises
Problem, Implication, and Need-payoff questions
Skills practice through team role-play and evaluation
Use actual business scenarios to practice new skills
Varied player roles help you understand selling from thebuyer’s perspective
Opportunity for group interaction and learning
Discover how top sellers perform on their best daysat SPIN® Selling for Financial Advisors. Register Now!
RReggiisster ffour
or mmore aanndssave 1100%%
SPIN® Selling for Financial Advisors ScheduleGain the skills you need to excel!
Aetna
Bank of America
Bayer
Boeing
Booz Allen Hamilton
Cigna
ExxonMobil
IBM
MetLife
M&T Bank
National City Bank
Time Warner
UPS
Day 1
How SPIN® Selling Started SPIN Selling Certificate Training Schedule – D A Y 2Day 2
Huthwaite is the creator of SPIN® Selling.
Over 25 years ago, Huthwaite founder Neil Rackham begana 12-year, groundbreaking research study that analyzed over35,000 sales calls conducted in 23 countries. The study’sobjective was to determine the distinct behaviors of successfulsalespeople. The results identified key behavioral differentiatorsand challenged the view that good closing techniques are thekey to successful sales. These findings gave rise to arevolutionary and now famous selling model: SPIN®. Theresearch, considered the most important study ever conductedin the sales field, is summarized by Mr. Rackham in SPIN®
Selling, McGraw Hill’s all-time #1 best-selling book on business.
Today, Huthwaite’s ongoing research has led to thepublication of dozens of articles and books and the creation ofcomprehensive sales performance improvement systems.
You may read about our discoveries in our many best-selling books, including SPIN® Selling, Major Account Sales Strategy,Managing Major Sales, Getting Partnering Right and Rethinking the Sales Force. We offer results-driven programs in sales callexecution, sales management and strategy, sales prospecting,
sales forecasting, negotiation, and innovative sales forceresponses to marketplace demands.
Huthwaite has worked with hundreds of world-class salesorganizations. Now you can share the skills, strategies and tools that keep these companies on top.
These companies have been training their teams in SPIN®
Selling for years:
Payment: We must receive payment in full at least 48 hours before the program. No one will be allowed to attend without paying unless prior approval has been granted by a Huthwaite representative. All funds must be sentin US Currency. Training fees do not include 7% GST for Canadian Trainings.What if I have to cancel? Huthwaite understands that circumstances may arise requiring a participant to cancel and/or reschedule their registration for a training. If a cancellation request is made 14 days before the programthe participant is entitled to a full refund. Participants who cancel less than 14 days before the program will be responsible for the entire registration fee.By registering for this training, participants understand that the SPIN Selling and other program material they will be receiving is proprietary and confidential and is for personal use only. Any reproduction, copying, or otheruse of the material in any manner without the express written permission of the owner is prohibited.Program Changes Huthwaite will make every attempt not to postpone or cancel any scheduled programs. If a postponement is required for any reason, participants will be notified 7 days prior to the program via phoneand/or e-mail. Participants may apply the registration fee to a future program, or request a full refund. Huthwaite is not responsible for travel expenses incurred by participants in the event of a cancellation. Please note thatall dates listed for each program are subject to change.This registration fee may be applied to a future SPIN Selling for Financial Advisors within 6 months of the original program. Substitutes will be accepted if we receive written notice at least 5 days before the program.
Obtaining commitment
Why commitment starts before the call
Four essential prerequisites for obtaining commitment
Debunking common myths about closing techniques
Why you shouldn’t discuss price too early in the game
Why the payoff is in the set up—how proper planningleads to commitment
Four possible outcomes of a sales call
How to avoid continuations and advance the sale
How to classify the outcome of your sales call to determinewhere the sale is going
You can control the outcome of your call
Why avoiding objections by offering needs-based solutionsbeats handling objections every time
How you add value in the major sale, plus ways toincrease your value
Turning customer wants into explicit, actionable needs
How to maximize the outcome of your call
Apply SPIN® to ensure your future sales success
Using SPIN® skills with your own selling scenarios throughinteractive role-play and discussion
Extended Learning Program: reinforcement tools to assureyou’ll keep improving on your SPIN® knowledge & behaviors
Advanced Role Play Practice
Extensive practice and feedback
Pulling together everything you’ve learned during the training
Tips on practicing your skills after the program
8:30 am: Training Begins Each Day ❙❙ 12:30 pm: Lunch ❙❙ 5:00 pm: CloseAppropriate breaks will also be provided.
What makes SPIN® Selling for Financial Advisors unique?
There are hundreds of sales training programs availabletoday. But SPIN® Selling for Financial Advisors maximizesclassroom time by engaging and teaching you via pre-workbefore the class begins. You come to the training understandingthe basic tools, enabling you to concentrate on real skilldevelopment during the two-day class. And you get hands-onpractice, group interaction and role playing using actual sellingscenarios at the training, enabling you to immediately applyyour new skills in real business situations when you leave.
How can SPIN Selling help you?
SPIN® Selling for Financial Advisors gives you the specificskills and tools you need to conduct more effective sales callsthat move the sale forward. The SPIN® Questioning Modelprovides the framework that helps you zero in on what yourprospects want. You’ll learn the right kinds of questions to ask,and when to ask them.
The SPIN® Selling model is not an opinion or goodidea—it was proven in 35,000 sales conversations. If you wantto learn what works, rather than what someone thinks shouldwork, you need to attend this training. It will work for you.
The learning doesn’t end when the training does!
A key element of improving sales performance is the abilityto maintain and reinforce skills on an ongoing basis in thefield. The free Extended Learning Program website allows youto practice and enhance the skills you learn at the training. Thisself-paced program includes exercises you can practice withpeers as well as alone.
You can have a reputation as a “huckster”—someone whopitches the features and benefits of their products, a personwho is able to close the small deals. Or, you can positionyourself as a professional, asking such powerful questions thatyou lead your prospects to the correct conclusions about howyou can help them. So that after your meeting, your prospectthinks, “No one ever asked me those questions before or hadme realize the right course of action.”
Learn the essentials of successful sellingThe three key professional sales principles that allow youto establish trust, confidence and strong customerrelationships every time
Avoiding “small sales pitfalls”: Why wealthy prospectsare different from small sales opportunities
To close or not to close? Why quick closes hurtsales outcomes
The value of SPIN questioning skills
How to uncover client desires by asking the rightquestions at the right time
Learn what your client must have and what isn’timportant to them
Amplifying the problems that you can solve
Plan and execute a successful sales call
Define individual customer needs, not just blanket solutions
Essential call planning tools that keep you in control of yoursales call and its outcome
Getting traction: gaining interest and advancing the sale
What the call opening should accomplish
Gaining permission to ask questions
How to extend desires by linking them to otherpotential problems
Focusing customers on solutions and actions, notjust problems
Moving the discussion forward towards actionand commitment
Why asking the right questions at the wrong timecan hurt you
Strengthen your SPIN® Selling skills during ourinteractive exercises
Problem, Implication, and Need-payoff questions
Skills practice through team role-play and evaluation
Use actual business scenarios to practice new skills
Varied player roles help you understand selling from thebuyer’s perspective
Opportunity for group interaction and learning
Discover how top sellers perform on their best daysat SPIN® Selling for Financial Advisors. Register Now!
RReggiisster ffour
or mmore aanndssave 1100%%
SPIN® Selling for Financial Advisors ScheduleGain the skills you need to excel!
Aetna
Bank of America
Bayer
Boeing
Booz Allen Hamilton
Cigna
ExxonMobil
IBM
MetLife
M&T Bank
National City Bank
Time Warner
UPS
“Selling like a master is the practice
of asking appropriate questions that
uncover client needs so that they feel
the pain. SPIN® Selling teaches you
how to do that.”
—Larry Klein, CPA/PFS, CFP®
Certified Retirement Financial Advisor™
Huthwa i te ’ s ttwo-dda y Worksh o p wwi l l hhe l p yy o u c l o s e mmore bb u s i n e s s !
Who Should Attend
S P I N ® S E L L I N G F O R F I N A N C I A L A D V I S O R S F E E : U S $ 1 , 4 9 5 P E R P E R S O NPlease print all information clearly (photocopy for multiple bookings) and fax to 925-935-5991 or call 800-980-0192 Option 3
Venue City/Date: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Mr/Mrs/Ms/Other . . . . . . . .First Name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Last Name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Job Title . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Email . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Company Name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Phone . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Fax . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Address . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
City/State/Zip . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Payment Method:
❏❏ Credit Card $ . . . . . . . . . . ❏❏ Visa ❏❏ M/C ❏❏ AMEX Credit Card No. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Exp. Date . . . . . . . . .
Name . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Signature . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
❏❏ Check (payable to NF Communications) $ . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .See inside for complete registration details. We must receive payment in full at least 48 hours before the program. No one will be allowed to attend without paying unless prior approval has been granted by a Huthwaite representative.
SPIN® Selling for Financial Advisors Workshop Fee: US $1,495per person (includes Extended Learning Program).
Partner discount—when four professionals attend who have thesame business address, there is a 10% discount.
SPIN® Selling for Financial Advisors Registration Form
RReeggiisstteerr
NNooww!!
Unable to Attend?
I am unable to attend but would like further information on:❏❏ Future events, newsletters and publications. Complete the
registration form above.❏❏ Subscribe to The SPIN® free. (Be sure to include your email
address!) Get biweekly tips to improve your sales effectiveness.
Financial Services Professionals
Stockbrokers, Financial Planners, MoneyManagers, CPAs, insurance agents — anyfinancial services professional who desiresmore clients
Professionals who want to do more thanconvince or persuade
Professionals who want the mere power andinsight of their questions to do the “selling”
Those who desire to work fewer hours andobtain more profitable clients
Financial Advisors who desire to differentiatethemselves from the competition
Advisors who want to transition from “salesperson” to “trusted advisor”
Spin® Selling for Financial Advisors
SPIN® Selling for Financial Advisors is based onthe sales models written about in SPIN ® Sellingby Huthwaite founder Neil Rackham. SPIN ® Selling is McGraw-Hill’s best sellingbusiness title of all time!
5 Easy Ways to RegisterWeb: www.nfcom.com/spin
Phone: 800-980-0192 Option 3Fax: 925-935-5991
Mail: 1700 N. Broadway, Ste 405Walnut Creek, CA 94596
Email: [email protected]
Do you want to close more sales?
Do your prospects procrastinate in theirinvesting and insurance commitments?
Do you find it difficult to differentiate yourselffrom your competition?
Are you frustrated when you can see thesolution but your client cannot?
Learn how Top Sellers succeed
Attending SPIN® Selling for Financial Advisors will helpyou achieve major sales success now. You’ll develop thespecific skills and strategies you need to shorten your salescycle, win clients from the competition, and close morebusiness! In an aggressive two-day program you'll learn how to:
Plan for a successful sales call that moves the sale forwardAsk the right questions
Avoid objectionsUncover real client needs that motivateyour prospects to buy
And much more… the SPIN® Selling for Financial Advisorsprogram is so much more than a training course. It’s thefirst step to real sales performance change. Details inside . . .
SPIN® Selling for Financial Advisors is Coming!
Adams Mark Hotel, Dallas TXJuly 21- 22, 2005
Space is limited! Register Onlinewww.nfcom.com/spin
800-980-0192 Option 3
Space is limited! Register Onlinewww.nfcom.com/spin
800-980-0192 Option 3
“The Ultimate Training Experience in SPIN® Selling—A breakthroughin sales skills that will dramatically increase your sales success.”
FinancialAdvisors
Spin® Selling for
Adams Mark Hotel, Dallas TX
July 21- 22, 2005www.adamsmark.com/dallas/index.asp
