Sales and Practice Building Training for Financial Advisors
Topics
Why Have a System
• Learn how the traditional selling system does not work.
• 4 Step Process Buyers Use
Success Triangle
• How attitude, behaviors, and technique are a crucial foundation to a successful sales professional.
• Stop chasing shiny objects.
• Crucial elements for success.
Bonding and Rapport
• Building relationships with prospects, COI or alliances.
• Understand prospects’ and clients’ motivational strategies
• Be able to assess prospects and clients quickly, in order to communicate more effectively.
Up Front Contracts
• Determining your prospects and your objectives for the call.
• Always be able to identify the next action step within the selling process.
The Art of Asking Questions I
• How to be a true consultant through questioning skills.
• Identify the real intent behind a prospect’s questions.
• How to be in total control of the sales process through questioning.
Uncovering Emotional Drivers (Pain)
• Identify what is the real reason people are buying?
• People buy emotionally and justify decisions intellectually.
• Basic and advanced technique to uncover prospect’s emotional drivers.
• How to create curiosity with natural market and/or “cold” prospects to have them open up
Topics
Uncovering Emotional Drivers
• Develop approach to uncovering PAIN.
• Discover emotional reasons why people will take action or buy.
Art of Asking Questions II
• Develop advanced questioning techniques to uncover truth much faster in the sales process.
• Develop specific questions to move the selling process along faster, easier, and with a direction towards a desirable outcome.
• Develop advanced questioning strategies.
Negative Reversing
• How to use this stealth questioning skill to uncover the truth.
• Enhancing results through discovering of detail and the “real” scope of the situation on a more advanced level.
• Understand how to use Newton’s Law of Motion to get prospects motives extremely quickly.
Budget
• Identify the prospect’s budget process and historical budget patterns.
• Identify how much the prospect will invest to address their pain.
o Discover what will change, if anything in their lives by the investment
o Gain full commitment from the prospect regarding investing their budget
o Eliminate money issues from your sales process
Decision Making
• Identify the decision-making process.
• Eliminate the “I need to talk to” issue.
• Understand the decision filters prospects will use to decide “who” will win the business & trust.
Presentation Skills
• How to make an effective presentation and close during a presentation.
• How to present to committees or a decision maker.
Post Sell
• How to stop buyer’s remorse
• How to stop competitors from coming in and taking your account.
On Boarding
• How to ask for referrals and introductions
• Tactics to gain and maintain a consistent behavior to generate new business opportunities.
• Clearly determine criteria that your new client expects from your relationship.
"Boot Camp was a fantastic use of my time. I have begun to understand a new way to approach my business that will make me better, reduce, frustrations and increase sales. Thank you Glenn!"
- Sean Manion, Regional Managing Director
"Unbelievable session from start to finish. Glenn introduces extremely powerful selling concepts and language that changed the way I view the client acquisition process."
- John Conte, VP
"This boot camp was an AWESOME reinforcement of 5 years of already impactful training with Glenn!"
- Vince DiPietro, First Financial Group
"I had heard so many positive things about this selling process, especially the verbiage and timing of the process. I found it to be a very practical and useful use of 2 days and feel that this is something deliverable to my entire agency."
- Graham Self, Managing Partner
"Glenn and his team have been a valuable resource in helping us think strategically about growing our business from her forward. They have challenged us to do things differently and have produced tremendous results over the last couple of months while working with them. I truly look forward to spending time with Glenn on the phone and having him challenge my current thinking and process. I would highly recommend that people get involved in the process with Glenn and Sandler Coaching."
- Scott Sparks, Founder and CEO
