Things to Remember…

Steps

Sales Process

1. Build Rapport
2. Uncover Needs with Questions
3. Focus on the Benefits
4. Use Trial Closing Questions
5. Handle Objections
6. Close the Sale

An Effective Mindset

1. Stay organized
2. Be focused
3. Balance life's needs

Creating Goals

1. Identify
2. Write S.M.A.R.T. goal statements (Specific Measurable, Action-oriented, Realistic, Time and resource constrained)
3. Develop Goals
4. Formulate an action plan

Improving Listening Skills

1. Paraphrase
2. Clarify
3. Summarize
4. Take notes

Listening Modes

Visual
Auditory
Feeling

Types of Needs

1. Problems
2. Convenience
3. Savings or investment
4. Borrow Money

Building Rapport

Be aware of nonverbal communication
Dress for Success
Shake the member's hand and smile
Use the member's Name
Ask Questions
Use eye contact
Be other-centered

The Importance of Questions

Questions:
Uncover Needs
Build Rapport
Help control Conversation

Types of Questions

1. Open-ended (elicit information)
2. Closed-ended (verify facts)

Acknowledge a Member's Response to your Question

1. Paraphrase
2. Use Supportive Statements
3. Use Acknowledging Sounds and/or Words

Dealing with Negatives

Show empathy and interest
Ask for details
Uncover positive feelings
Use the Feel, Felt Found Method

Benefit-Sell Statement

After you determine the member's need (through questioning) you:
1. Match the features with the need(s).
2. Use a transition phrase to…
3. Link the features to a benefit or two for your member (WIIFM).
4. Obtain member's agreement by using a "trial close".

Trial Closing Questions

Help determine if a member needs more information:
"Will this meet your needs?"
"What do you think about the benefits of these products?"

Handling Objections

1. Be prepared (gather information)
2. Accept them as questions, opinion, and concerns that have value

Answering Objections

1. Cushion the member ("I understand")
2. Isolate the primary objection by:
3. Paraphrase
4. Rephrase as a question
5. Ask a series of questions to clarify
6. Answer the objection with benefits
7. Close the sale

Closing the Sale

Ask for the sale!
Reinforce the benefits!