Post on 24-Jan-2017
How to stand above the competition and GET MORE SALES
In Insurance
Reghunath Nair
Second Level
Ice Breaker
The Sales Equation
10• Prospects
5• Appointments
3• Closing Interviews
1• Sales
Second Level
Sales Cycle
Sales Cycle
Prospecting
Approaching
Collecting Info
Solution Design
Presenting
& Closing
After Sales Service
Prospecting : Where and How
Personal Observation
Personal Acquaintances
Policy Owners
Center of Influence
Referred Leads
News Papers
Cold Calling
Nest Building
Second Level
Prospecting Exercise
Pre-Approach
Objective: To get a qualified appointment
Call planning
Benefit selling
Objection handling
Close
Second Level
The purpose of your call is to sell an interview -- not to sell an insurance policy.
Prepare & Practice
Practice..Practice…Practice
Know exactly what you are going to say
Telephone approach structure
ConfirmationAlternative
closeReason To
CallIdentification
Second Level
Pre-Approach Exercise
Second Level
Approach“The first four minutes of your initial
contact are the crucial ones”
Things First Noticed
Appearance
Facial Expressions
Movements
Tone & Pitch of voice
Words
Body odor
Biggest Negatives
Wrinkled Clothing
85%
Dirty Shoes
62%
Poorly Tied
Necktie
58%
Clashing Colors
42%
Poor Oral
Hygiene
50%
Untidy Hair
52%
Old Model Of Selling
Rapport
Building
Fact Finding
Presentation
Closing
New Model Of Selling
Rapport Building
Fact Finding
Presentation
Closing
Click to edit Master title style
C
A
R
E
S
The 5 Step Principle
Rapport Building
Second Level
Approach and Rapport Building Exercise
Second Level
Fact Finding Exercise
Asking Questions
Ask one question at a time
Probe further when you receive
short answers
Do not interrogate the prospect!
Ask open-ended questions
Listening
Be patient and attentive.
Let the prospect talk.
Be sure to keep an open
mind.
Do not be led astray by
emotional words or
arguments.
Second Level
Identifying the Needs
Maintain something Reduce somethingImprove something
Most People want to……
Questioning Technique
Ask the question
Pause –wait for
the answer
Encourage the
response
Questioning Process (Gap Analysis)
Future Needs
Label
Situation Now
Second Level
Fact Finding & Need Analysis Exercise
Designing a Solution
Analyze needs
Ability to pay
AlternativesPrepare your presentation
Second Level
Sales Presentation
People are not moved or motivated until they are emotionally disturbed.
When a person can relate a specific need to the cause of a specific problem, that person begins to look for a solution.
Second Level
Benefit Selling
Selling in an emotional world
Rational paradigm of marketing:
Build a business, define a USP,
advertise like crazy.
Emotional paradigm of marketing:
Discover the emotions driving your customers, create an ESP, and delight your
customers,
Decision Influencers
Creating Emotional Connections
• Emotions are behind product, service choices
• Emotions affect decisions
Discover emotions that drive
your customers:
• Engage customers and create belonging
• Minimize fears, Maximize comfort level
Create fulfilling
experiences that add
value and affinity:
The Power of ESP
Trust is the #1 reason people switch brands.
No method for regaining trust has been defined.
How trustworthy is you and your brand at all
levels?
Essentials of an effective presentation
It must capture your prospect’s
instant and undivided attention.
It must arouse interest by
describing owner benefits and
their advantages to the prospect
It must build desire by
winning your prospect’s
confidence.
It must motivate your prospect to take action now.
Presenting the Cost
Do not reveal the cost too
early
Minimize the cost
Relate to an
everyday cost
Be confident
Second Level
CLOSING
Salesman’s wisdom
In closing, nothing is more contagious than your enthusiasm
an assertive attitude of expectancy coupled with a planned strategy will help you close more sales.
Your Attitude
Objections are not obstacles to closing the
sale
Welcome the objection as a useful information
to determine your prospect’s thought
process
Strategy
Learn and master the strategy for handling
objections and you’ll be able to remain poised
and react calmly
Success factors in overcoming objections
Nature of Objections
The first objection is not the real objection but only a sales
resistance. It’s expressed in alibis, excuses or stalls.
Genuine objection will have the ring of sincerity
Make the genuine objection the final objection.
Common Objections
No Need
No Money
No Hurry
No Trust
Buying Signals
At least 20 Signals
Recognize them
Hit at the right time
Get the commitment
Commit to serve
Collect reference
Fix up the next
meeting
Second Level
Sales PresentationTeam Activity
Second Level
Now… Close the Sale