intial approach talk for advisors

7/31/2019 Intial Approach Talk for Advisors

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Initial Approach Script

Be competent to have a formal approach communication forprospects & referrals

Be able to handle basic objections and obstacles as they arise

during the course of the sales process Have a telephone script in place

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Script: Setting an Appointment (Cold)

Good (Morning / afternoon/evening), Mr/ Ms/ Mrs. Prospect, my name is ------------- and I representOfficeYes.

I work extensively in helping Companies like yours to streamline their Office Requirements,

I would like the opportunity to share these ideas with you to determine if they would have value inyour situation. This service is totally free of obligations on your part and any decision you take will beyours.

Mr. Prospect, in your line of business, what would be the best time for us to get together. Wouldmornings or afternoons /evenings be better for you?

(Reconfirm date / time & place, before hanging up)

Good, I am looking forward to meeting with you at ----------- on --------------- day ----------- at location.

Script: Setting an Appointment (Referral)

Good (time of the day), am I speaking to ---------? Sir/Maam my name is ---------------- and I representOfficeYes. Do you have a moment to talk?

Recently, I had an opportunity to talk (visit) with (referrer) and he strongly suggested I give you a callto introduce my company & myself.

I work extensively in helping responsible people like you to improve their familys financial security,

and I do that through a unique process by which you could have a strategy to meet all your financialgoals. Many of my clients have found what I provide to be extremely rewarding.

In other words I represent a strong financial powerhouse/giant that can help you plan for yourfamilys security, your childrens education and /or your future financial needs.

I am calling today to see if we can find a mutually convenient time for us to get together to sharesome of these ideas

( fix appointment ,reconfirm & close)

Script: Setting an Appointment (Natural Market)

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Good (time of the day), Mr/Ms----------.How are you doing these days. I want to give you some goodnews. I have successfully taken up an Agency with OfficeYes. Its more like setting up my ownbusiness.

(Listen to prospect asking for details of what exactly is the line of business he has taken up)

Basically here I work extensively in helping responsible people to improve their familys financial

security, and I do that through a unique process by which they have a strategy to meet all theirfinancial goals. Already many of my clients have found what I provide to be extremely rewarding.

In other words I represent a strong financial powerhouse/giant that can help plan for a familyssecurity, childrens education and /or future financial needs.

I am calling today to see if we can find a mutually convenient time for us to get together to sharesome of these ideasI would really like to share with you this unique process!

( fix appointment ,reconfirm & close)

Client Resistance structure: Telephone /or initial appointment

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Coping with Early resistance:

If sales occurs in a cycle and always leads to more sales, why is it not the most rewarding &easy career in the world.

The answer is simple. Sometimes your prospect has questions, concerns, reservations, andproblems, all of which collectively can be called objections.Unless you handle those objections, both you and your prospect will spiral out of the sales

track and the prospect will never graduate to a client.

In addition to various answers to answer objections its always helpful to develop a process.Its simple and has three steps

Acknowledge

Clarify

Resolve

Remember never be in a hurry to answer the objection even if you have a counter.Always be polite and understanding, never defensive.

Three Step Approach:

1. Thats all right Mr/Ms Prospect. I can understand why you would say that and I assureyou that Ill take that into consideration and explain in more detail when we get together.With that in mind shall we plan to meet .on .day at (time)

2. If the same objection persists, move ahead by saying: Thats Okay Mr / Ms Prospect.We find that this is a normal first reaction of many people, even before we call. I would like tomake two promises to you.

I will not sell you anything during our next appointment

I will come back to you for a second appointmentONLYwith your permission

The call today, is to only set up an appointment to meet you and show you the kind ofwork we do with our clients. Keeping that in mind, shall we plan to meet on

3. If the prospect still objects, then move ahead: Well Mr Prospect, I appreciate whatyou have said to me, However could I ask you, did you really mind being contacted today .(IFYES).. Well in that case , I am sorry to have disturbed you . (IF NO) ..Well, Im sure thatcircumstances change , and in future Id really like to contact you again .I am in yourneighborhood next week ..could I drop in for 10 mins to quickly show you the kind of workIve done for some of my clients . And post that should you find my proposition interesting,we could set up another meeting as per your convenience. I hope that sounds fair to you.

Let your tone convey positive expectancy. Never say die! However continue to strengthen yourbelief in the law of averages .

FREQUENT SPECIFIC RESPONSES:

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NO HURRY OR TOO BUSY:

I understand that you are a busy person.so much so that sometimes there isnt enoughtime in the day to get everything done, however, I would like to ask you one question , could Ido that ?We spend 2000 hours or more every year working, not only to maintain a comfortablelifestyle, but hopefully to save towards a carefree retirement. Doesnt it make sense to spend

a small amount of time to make sure that it happens? (wait for response) .With that in mindwould it be possible to meet during .

NO CONFIDENCE or NO TRUST

I can understand your concern Mr/Ms prospect, with all the news about financial institutionsin trouble these days, it pays to be cautious.Let me assure you that this partnership between ICICI & Prudential is founded on a strongfinancial base. Prudential is an institution know worldwide and is more that a century old.Through the years it has been consistently meeting its commitments to millions of customers

worldwide. ICICI is a dynamic Indian financial powerhouse, which has very strong marketequity both in the country and in other countries as well.I would like to meet with you to provide you more concrete information to substantiate thesefacts..

NO HURRY or TOO BUSY

Thats exactly why I called. In my experience busy people are more successful, and they arethe ones who could do with my service the most. I would take care of many problems/worriesfor which you might not be finding time. From a business proposition point of view, if I were toshow you a way of accumulating anything between Rs 100,000 to 10,00,000 in a tax

favorable way, would it be worth 30 minutes of your time. .

NO MONEY or I SPEND TOO MUCH MONEY ON INSURANCE

Thats exactly why I called Mr (Prospect). I have found that repositioning assets can often bea means of helping my clients do a better job of accumulating money for the future withoutincreasing their current outflow.

.or get to hear the client first why he is voicing such an objection ( Thats an interestingstatement ,may I ask you why you feel this way) Sometimes you may be not sure as to whatexactly the prospect is objecting to . By asking this question you get the prospect to explaintheir feelings ..also it gives you more time to think and come up with an answer.

NO NEED

I can understand why you feel that way, many of my clients felt the same way .However ,after an examination of their assets and determination of their needs , they discoveredshortfalls which they were unaware of. Thankfully they discovered them while there was stilltime to correct the situation. .

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SOME MORE COMMON OBJECTIONS:

What is it about?Im glad you asked that Mr/Ms Prospect. Its a service that ICICI Prudential is offering whichhas proved to be financially beneficial to many people . Its a real eye-opener and will take minutes to explain.

I do not like being called up at home?

I can understand you feeling that way ,Mr /Msbut because I thought that interruptions atwork are also inconvenient , I called at your home where you can talk in a more relaxedatmosphere . Which would be more convenient to you ..?

Youre wasting your time.

I can appreciate you saying that Mr/Mshowever, I can assure you that if after mins youfeel that this is of absolutely no interest to you then I will simply thank you for your time and

leave

How did you get my name? (If its a cold call or unclear reference)

I can understand you asking that Mr/Ms . And in fact I got your name from our databaserolls; and I noticed that yours was one of the houses we dont currently call on. As manyothers in the area have found our service to be of real benefit I would like to offer you thesame opportunities ..Which would be a convenient time ..

Are you by chance trying to sell me life insurance?

I can understand you thinking that Mr/Ms and a lot of others have thought the same.However insurance is just one aspect of our service. Its mainly to help you achieve your lifesgoals, financial or otherwise . Many have found this of real value. I would like to just take

Cant you tell me now?

Thank you for the interest Mr/Ms.however we at ICICI Prudential do take pride in personalservice , which is one of the aspects Id like to explain to you . As it would take only minutes to explain face to face, Id appreciate if we could fix a time. When

NO

Obviously you have a very good reason for saying that Mr/Ms..Could I ask why (get to thereal objection and handle it)

Sales Presentation

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Time: 4 hours

Objectives: At the conclusion of this class, you will

Be able to instill confidence in the client about your competenceto conduct business.

Be able to introduce OfficeYes to your prospects. Be able to introduce the real need for life insurance and buildacceptance to your forthcoming proposal.

Be able to explain in detail the benefits of insurance inproviding financial security to the prospects family.

Initial Sales Talk

Gaining Entry

Good evening, Mr /Ms ---------. My name is . I work with OfficeYes. (Offer businesscard)

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You will recall that I rang and arranged to see you to introduce the ICICI Prudential serviceto you.

(Take some time of about 4 5 minutes to complement them on something you mayobserve in their home or achievements (nice tasteful interiors, trophies, artifacts etc.)

Doorstep resistance

I forgot all about you coming today

To avoid this always reconfirm appointment before coming; however if it happens.

Oh, I know that sometimes appointments are forgotten; its happened with mesometimes Ive had people call upon me and forgotten Id arranged to see them.

However as I said last week it will not take more than minutes to introducemyself and the ICICI Prudential service to you.So if its still convenient, may I come in?

Introducing Oneself

Review: As you know Mr/Ms Prospect, I am with OfficeYes as an advisor.(you might want to use the influence of your referral if appropriate )

Sell yourself: Before I came into this business I was with.. You may be wonderingwhy I chose to join this profession My qualifications are .. andI have obtained certification and training through .( Showappropriate pages in the sales presenter) .

My first contact with ICICI Prudential came through .. I liked what he/she had tosay about this profession. I had a number of interviews and have thenobtained a license from IRDA the apex body to competently conductbusiness.

I am personally committed to insurance as a savings & long terminvestment tool. (Show appropriate pages in the salespresenter). (Talk about MDRT & CLUBS if applicable) Ill come to thisshortly and talk more about the advantages of using Insurance as avehicle / tool for creating wealth and protecting health.

(If you have an accompanying manager with you, itsimportant to introduce him/her, before transferring theconversation to him)

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Ive asked----- to come with me. He / she is an experienced managerand shall add value to the entire process, if its Ok with you.

Sell Company: Let me tell you about the company I represent. ICICI Prudential inIndia has been in business for ..yrs. It has achieved dominantposition quickly. Prudential worldwide has been in business for morethan a century and a half and has taken responsibility for managinghuge amounts of client money (Over US $240 Billion) many of whom

we are helping provide protection & savings. ICICI has been a namesynonymous with trust and has millions of satisfied customersenjoying services through a wide array of products. (Use Salespresenter to explain relevant pages)

Code of Practice: So you can see Mr/Ms. you are dealing with a large reputable

organisation with a long history of fulfilling customer needs .Let meassure you that anything we talk about tonight or in future iscompletely confidential.

Im not going to make any decisions for you; all well do is to have a discussionabout your full financial picture to give you information to make afully informed decision about your financial future.

I would ultimately judge myself and the quality of my service by the willingness ofmy clients to recommend it to other people.

Sell Role: Let me show you where I come in to help you.

(Open Page in presenter to the X ------- Y concept) Mr Prospect, if I may knowyour current age now (get Answer) How many more years do yousee yourself actively employed till (Usually the answer is going to

be till 60)

(Point to the presenter) Mr Prospect, you will agree that from now till the timeyou retire, you would have to fulfill many goals, most, of which havefinancial implications!

What could be those goals (Get the prospect to identify some of the goals)

You are right Mr Prospect. Everyone has goals - like marriage,children, their education, property and asset building, plannedholidays abroad and many more Its one uphill task.

(Get Client to agree to this) Use visuals that depict asset creation,children education, marriage, retirement along with visuals ofdeath, disability etc.

Tell me Sir/Maam wouldnt we, at any costs, want to securethe safety & future of all our near and dear ones?

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What do you have to say to this Mr/Ms Client?

(Usually the answer to this is YES) Its very important to get this buy in. Actually thissets in the stage for him to be acutely made aware of the need forprotection.

Well Mr/Ms Client.Now that you have agreed that its very important toachieve your financial goals could there be any reasons which might

prevent you from achieving themOR

What do you think could be some of the reasons whereby we mightnot be able to achieve our long-term financial goals and aspirations?

(The client here talks about things like unemployment,disability, untimely death, natural catastrophe etc)

You are right. Much as we would not like to think about them, thereare some disturbing facts that all of us should be aware of.

Well Mr Client . Let me tell you where I can help you, and what myareas of specialization are.

(Take the Client through each page viz.-Premature death, Living toolong, living death, childrens future & wealth creation)

Do you know that according to reliable statistics provided by theGovt. of India .(Show client the statistics on the presenter with somestatistics on Death, disease etc)

Lets go a step further Mr Prospect: Which among these (And showrelevant page which details out the dangers & areas of protection) isa top priority

(Move to the next slide, on the presenter) Is living too long an area ofconcern, or, (Move to the next slide) unfortunate death in yourprime working years an area.

Or Mr Prospect is being alive, however, unable to earn a normal income an area.You know sometimes, crippling diseases like heart attacks, cancer,and many more which are the main illnesses of our society, strike

without warning.

And Im sure building assets, creating wealth, having money for a dream home &other desirable items are also there. (Show the relevant page)

And can we ever forget our responsibility towards our children and about havingadequate savings & investments to take care of their needs. Thereare issues like education & marriage, which are high priority areas in

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the minds of all responsible parents! (Relevant page in thepresenter)

Tell me Sir/Maam, which of these is no1 in your mind. (Flip the slide to the nextpg.)

(If the customer points out to one: remember that he isprovided you with the first buying signal.

Thank you Mr Client, If I were to now ask you to prioritize your top three, whichones would you choose in order.

Thats great Mr Client. Thank you for deciding your priorities .

You see Mr Prospect my sole purpose is to assist you in planning forthe future financial security of your family, in other words puttingthe right money in the right hands when you & your familyneed it the most.

You have indicated that ----------------------need is the top most in termsof priority in your mind. Mr Prospect my job is to ensure that I giveyou a proposal whereby this need is addressed the best.

Let me understand your need better

I would like to understand a little bit more about you and your family,your current assets & liabilities, plans that you have already madeabout the future etc.

This is to enable me to package and present a good solution to you.Im not going to make any decisions for you; all well do is to have a

discussion about yourself , needs , wants , liabilities & financialpriorities .

Is that acceptable Mr Prospect?

(Before moving onto the next stage in the interview process,its important to gain acceptability in the mind of the clientthat. there are dangers that can prevent him/ her fromachieving goals or obligations he has towards his family

.and YOU ..have a solution to that .In short the focus ofyour pitch till here should be solely to address this tension

creation )

Until and unless you have done a good job to create this tensiongaining acceptability in the next stages viz. Fact finding, solutionproviding becomes difficult.

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HANDLING OBJECTIONS IN THE SALES PRESENTATION

While keeping the principles intact, that we have learnt before lets practice handling objections:

Acknowledge:

When you acknowledge an objection you validate the clients thoughts and feelings on a given topic.If you do not acknowledge the objection but instead take it head on and try to stamp it down, all thatis happening is RESENTMENT in the mind of the prospect and you are putting more distancebetween you and the prospect.

Lets take a NO money objection. This may be a reasonable concern, and it does no good to simplydeny the legitimacy of the concern. Consider the following example.

Prospect I just cant see myself coming up with that kind of premiumcommitment at this point.

Wrong Reaction But the only realistic alternative to that is leaving your family essentiallyunprotected.

Recommended I can certainly understand how you feel about making this premiumcommitment. Many of my clients have felt the same way until theyfound how important the insurance is to the security of their families.You still do want to provide this security, dont you?

At every opportunity, philosophically position yourself beside the prospect. Not across from him/her.

Be a partner. Not an adversary. Therefore when he questions, you acknowledge, you clarify andthen you resolve. In that manner, you enter into a partnership with the prospect by which you willsatisfy the prospect.

REMEMBER ONE THING: Do not ever hurt the ego of the prospect. Thats the quickest way to thedoor without the cheque.

Also if the prospect has no objections whatsoever, he is either totally uninterested or simply pickingyour brain for ideas. Objections raised & resolved are positive signs that the prospect is consideringwhat you are saying, weighing it carefully and moving forward towards a decision.

Clarify:The clarification of a prospects negative statement is often necessary before it can be effectivelyresolved. Any statement that is global, vague or over reaching needs to be clarified. Remember yourprospect is not experienced in insurance jargons. Therefore do not throw jargons to him. He resentsit.

Clarification can take many different forms, sometimes one just as obvious and simple as I dontunderstand what you mean

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Lets learn two very effective techniques that you can apply to clarify:

1. Clarification by limitation2. Clarification by the usage of alternative question

Lets learn them by examples:

1.

Prospect: Im really not in the market for more insurance right now, really dontwant to use up any more of your time or mine.

Advisor: (First acknowledge and clarify by limiting the objection) I understandhow you feel, I would frankly be surprised if we got together onprecisely the night that you were looking to buy more insurance, so Ican certainly understand your not being in the market right now. Manyof my clients initially felt the same way.

However they found out that is not what ICICI PRU and I are all about.At this point, Im just trying to work with you to systematically lay outyour needs and priorities, compare those objectives to your current

situation, and help you get a good understanding of how close the twoare. The final decision will be yours.Is that a fair goal for the moment?

2.Advisor: As a result of the time we spent together I will be able to make an

appropriate recommendation to help you reach the kind of financialsecurity you are looking for. You will have an understanding of howyou would be able to effectively, achieve your insurance & financialgoals.

Prospect: To tell you the truth, Im really not certain that I want to go ahead withthis.

I understand how you feel. Are you concerned with the time that thismight take or are you concerned about the strength of ICICI PRU?

By asking this alternative question (is it X or is it Y) you reduce an objection that is too general todeal with a more specific manageable problem. Also then the real objection comes out

Prospect: No, really none of those. I just dont want to buy anything and thatswhere you seem to be leading me with this.

Advisor: I understand how you feel and Im not here to push you into anything.Many people Ive spoken to feel the same way. They found, however,that the steps we develop are going to be done together and theoutcome will depend completely on your final desire to relook at yourinsurance position.

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FACT FINDING:

Your next step is to gather full and complete information. Please take the Client profile sheet to

document the data that comes out of the discussion. Remember to get the best out of this process,gather information in a constructive and CONVERSATIONAL way and not simply through a formfilling exercise.

With that in mind, Id like to ask you a few questions. This would helpme to determine how best I can suit a plan to address your needs.

Some of the questions might be personal, however I need them.Please understand that they will be held in strictest confidence.

Types of Questions to ask:

WANT QUESTIONS:

What sort of education would you want to provide for your children?At what age would you want to retire?

What sort of property would you want to buy when you decide to havea house of your own?

How much money do you think would be required for your daughtersmarriage X years from now given inflationary trends?

PROBLEM QUESTIONS:

How are you coping with the apartment now that you have anotherchild?

How well do you feel you are managing your money?

How are you coping with the high repayments from your current loan?

What concerns do you have with the current high costs of education?

CONSEQUENCE QUESTIONS:

What effects would be there on you or your family if you were out ofwork?

If you dont make the necessary plans now, how might your sonseducation be affected?

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Suppose you were to retire tomorrow on half your present income,what changes would you have to make to your present lifestyle?

What difficulties could you face if you continued to live in this homeonce you had started a family?

GENERAL EXPLORING QUESTIONS:

How many years have you been working in this job/how long have youbeen employed?

What could be a number at work where I can get in touch with you?

What is the nature of work that you do & in office who are the officersyou report into (GET REFERRAL)

In your locality if I were to get in touch with you through a neighborwho could I call? (GET REFERRAL)

In the past due to minor illnesses affecting you /family members, did

you contact a specific doctor? (GET REFERRAL)

INVESTMENT RELATED QUESTIONS:

Have you thought about your current assets and liabilities?

What have been your most successful investments? How much haveyou invested and kept invested in the last five years?

What are your investment priorities at the present time?

What are you doing to provide for your retirement?

Is your company superannuation sufficient to take care of yourretirement needs?

Would you want to maximise gains safely, on your bank savings/FDs.

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