Agent Sales-Track TrainingSetting the Appointment in Stone

Sales Track Review

A good story, a compelling personal or borrowed story, a story of success

is always remembered

People may forget the concepts and information shown in a PowerPoint,

Analysis or Demonstration

A well orchestrated, concise and to the point story gets our message across

like nothing else

Sales Track Review

Here is where a client would be added to your Agent Portal

Now is the time to share the videos with your Prospect

Follow up and “Set Your Appointment in Stone”

Better Safe Than Sorry

Put the phone number in your phone and call it right then!

Let them know what you are doing The call will register on their phone and

will be easier to save that way

This will actually verify they gave you the correct number

 

Your personal experience by purchasing and actively using the Worth Account

program, will trump all other methods in delivering a strong message about the

Worth Account Program.#Credibility

#Confidence#Trust

Become a Product of the Product

Sales is an Art Form

The sales process is an art form The appointment process is no different

It has sequence, steps and rhythm

Eliminating any of these fundamentals drastically reduces your chances for success

The steps we have covered so far, have led you to this point…

So How Does it Work?

Launching into a verbal explanation at this point will only serve to side track you, confuse your client and weaken your chances for closing the sale – STOP!

Don’t CommitVerbal Suicide

Use short and to the point responses to redirect your prospect

Questions & Responses

“So, how does this work?”

“It works GREAT! I was scheduled to pay back over $465,000.00 in total debt over a 28 year period. But, by “qualifying” for the

program, I will save over $165,000.00 of total interest and all my debts will be paid in full

in only 9.3 years. Would you like to see if you qualify

for the same program?”

Questions & Responses

“So, how does this work?”

“It works GREAT! Our average clients are saving over $100,000 and paying off ALL

their debt in as little as 7-11 years.

Would you like to see if you qualify for the same program?”

Questions & Responses

“So, how does this work?”

“Well, as I mentioned before this is a program I had to qualify for. Before we waste a lot of time, let’s make sure you qualify. Then I’ll be

more than glad to “SHOW” you how this program will work for you.. In fact you can

have a “hand on” Demo if you wish! Do you have about 10 to 15 minutes to

make sure this will work for you? ”  

Positive Response

“Yea, I guess I have 10 to 15 minutes”

“What works best for you weekdays or weekends?”

“Weekdays”

“Mornings, afternoons or evenings?”

“Evenings”

(Always narrow down to one of two options) 

2 Possibilities

“What evening this week would work best for you, Tuesday or Thursday?”

“Friday evening.”

“What would be better, 6:00pm or 8:00pm?”

“How about 7:30pm, I’m just finishing up with dinner.”

 

Let Them Choose

“Would you like to meet at your home or office, or my home or office?”

“My home.”

“My schedule is filling up pretty quick but I have some time available “to help you” Friday evening December 16 at 7:30pm at your home.

Does that work for you?”

“Yes”

All Parties Present

“Now is there anyone else you would like to have present to get their eyes on

this with you?”

There is never any value to a one-legged appointment

If some else is going to be involved in the decision making process make

sure they are there

Another Party Introduced

“Yes, my wife/husband/significant other/myDad/tax guy.”

“Can we touch base with them right now to see if they are available?”

Let them make the call right then to confirm the other party.If they are not avail, tell them you will call later in the day

to confirm they were able to nail down the 2nd person.

Do not do a “one legged” appointment.It’s a waste of time.

Confirm the Other Party

“Yes, my wife can make that appointment.”

“OK, so let’s make sure we are both clear. We have an appointment “set” for Friday evening, December 16 at 7:30 pm at your home with you and your wife, correct?”

“Yes”

Set in Stone

“I was raised to be a man/woman of my word. Now I am going to be at your home/call this

Friday December 16 at 7:30pm ready to go and you and your wife will be there correct?”

“Yes”

Make Sure You Have What You Need

“Great/Awesome/Fantastic!!! I am really looking forward to meeting your wife and

chatting with you again about this program. May I have your “cell” number and your

email address so I can send you an appointment confirmation?

“Here you go”

Inform Your Prospect

“Just a reminder, we will be doing a short 10 to 15 minute questionnaire regarding your household income and debts. I will not be

asking you for your social security number, birth date or any of your account numbers. So I will not be asking for any sensitive personal

information. All we are going to look at is things like your mortgage balance, interest

rate and payment and the same on your other debts, as well as your income and intervals.

OK?”  

Turn It Over To Us

OR…“Now what we are going to do is make a call to set up an appointment for Free Savings Report.

They will not be asking you for your social security number, birth date or any of your

account numbers. So they will not be asking for any sensitive personal information. All they are going to do is look at things like your mortgage

balance, interest rates and payments and the same on your other debts, as well as your

income and intervals. OK?”  

The Appointment is Set in Stone

Make sure you send them a follow up email sameday with a cordial note. Something like great

meeting you, speaking with you today and you look forward to the upcoming appointment.

Then verify the appointment particulars. Include the date, time, location and parties to be

present. Also remind them they will be going through a short 10 to 15

questionnaire/analysis/savings report

Confirmation Call

Make sure you call them one day before your appointment and at the latest 5 to 6 hours before the appointment as well to

confirm nothing has changed

Notes

Always Give your prospect only 2 optionsReduce to 2

If this is a distant contact you may opt for a Go-To-Meeting Web Conference

Make sure you are looking in a day planner, cell phone, leather bound, IPad. Something that shows

them you are actually checking your schedule

CLOSING

“The First Appointment Basics”

Whether the appointment is for you… or it is one you have set up for the Home Office or someone in your

“upline” …Keep in mind the purpose ofThe appointment is to get their numbers for theAnalysis. If that appointment happens without

their numbers, what you need to run an analysis, then you wasted your time and theirs.

Confirm THEY are prepared for business and to get the job done

In all things remember the Heart of a Servant

We are all called to serve and be a part of a greater good

CLOSING

Agent Sales-Track TrainingSetting the Appointment in Stone