day two. three components of success rapport building rapport building laptop on demand ...
TRANSCRIPT
Liberty National LifeClassroom TrainingDay Two
Day Two Objectives
Three Components of Success
Rapport Building
Rapport Building Laptop On Demand
Role-Play Rapport Building
No-Cost and Referral Collection
Laptop On Demand No-Cost Presentation
Role-Play No-Cost and Referral Collection
Full Presentation
Objective OneThe Three Components of Success
Rapport
Needs- Based Closing
Transitions and
Tie- Downs
Three Components of Success
Three Components of Success with the Laptop Presentation
Rapport Building Establishing trust and respect with the
client
Transitions and Tie-Downs Using the script effectively
Needs-Based Closing Selling based on the need rather than
the price
Objective TwoRapport Building
In our sales driven society, people buy because of: Advertising Reputation Word of Mouth, etc.
At Liberty National, people buy because they like you FIRST!
Rapport Building
The Sales Process
The typical sales process has 4 steps to it: Step 1: Build and establish rapport Step 2: Expose and establish a need Step 3: Present a product that fills the
need Step 4: Close the sale of the product
The Diagram on the next slide illustrates the importance of rapport in the sales process. The more rapport built, the less closing
is needed. The less rapport built, the more closing is needed.
Rapport 40%
Establish Need 30%
Product 20%
Closing 10%
The Sales Process and the Balance of Human Element and Technology
Agent50% Laptop
50%
In order for someone to want to work with you, they must first:
Rapport
Trust You•Anything you say produces tension or trust•Go slow, create trust•Be sincerely interested in helping their family
Respect You
•Be an insurance professional•Speak with confidence•Knowledge is power, arm yourself with insurance knowledge
•Be excited to watch the videos every time•Client is half as excited as you are
Interaction with Videos
•People buy from Agents they trust•People buy from Agents they respect
Be an Insurance Professional
•Shows you’re a professional •Shows you care about them
Strong Warm Up
3 Parts to Rapport in the Presentation
Objective ThreeLaptop On Demand Rapport Building
Complete Rapport Building Video Training
Today, we will see rapport building explained and demonstrated in a laptop presentation.
Objective FourRole-Play Rapport Building
Role-Play Rapport Building
Follow your training manager’s instruction and role-play rapport building
Objective FiveThe No-Cost Presentation
No-Cost Presentation
The No-Cost portion is vitally important for 3 main reasons: It’s how we collect referrals It introduces the client to the computer
and gets them used to a laptop style of presentation
It introduces ‘cause and effect’ sales▪ Video presents a problem, i.e. every 4 minutes
someone dies from an accident, and provides the effect, or solution, a No-Cost ADP policy.
Collect More Referrals
•Use the videos to ask for referrals•Use the script to keep it simple•More referrals come from using the Laptop in the No-Cost section
Establish Cause and Effect Sales
•Problem-Solution•Problem: Every 4 minutes someone dies from an accident•Solution: No- Cost ADP
Cause and Effect Sales•Is used in sales universally•Happens 3 separate times in the No-Cost section•Is the same structure from the Survey to Close
The No-Cost Videos
As you can see, we are trying to extend these benefits to the people in your circle of influence who you know can use it.
Ask “Who would you like to sponsor FIRST?”
Get your first sponsorship and ask “Who would you like to sponsor NEXT?”
Always remember, “Who’s first” and “who’s next?”
Asking for Referrals
Referral Collection Tips
“Who’s first …” is much better than “Can you think of anyone …”
Always ask “Who’s next?” Even if they say they can’t think of anyone else, bring up another
option; a sibling, relative, neighbor, or coworker and they will think of another then say, “Who’s next?”
Be suggestive: “Most people just look through their phone to think of people.”
Use competition: “Most people sponsor 10, but the most I’ve seen someone sponsor is 27, if you want to try and set the record!”
Overcome an objection: “Whenever the Company sends out a claim check, the family receiving it never sends the check back, they always cash it. Who do you want to help first?”
Objective SixRole-Play No-Cost and Referral Collection
Role-Play the No-Cost Presentation and Referral Collection
Follow your training manager’s instructions and role-play the No-Cost and Referral Collection
Objective SevenFull Situational Presentation
Full Presentation
Referral Lead Type
Married family with 2 kids and a mortgage