CLIENT FOCUSED MARKETING Module V Quiz u 1. A _________ is necessary for the diagnostic filtering interview. u Answer: Agenda

CLIENT FOCUSED MARKETINGCLIENT FOCUSED MARKETING

MODULE I:

INTRODUCTION

MODULE II:

THE SYSTEM

MODULE III:

PROSPECTING

MODULE IV:

THE ACQUISITION INTERVIEW

MODULE V:

DIAGNOSTIC FILTERING

MODULE VI/VII:

PRESCRIPTIVE PRESENTATION/

CONSERVING THE ACCOUNT

Module V QuizModule V Quiz

1. A _________ is necessary for the diagnostic filtering interview.

Answer: Agenda


2. Delivery of the _________ ________ is the main trigger for the diagnostic filtering interview.

Answer: Acquisition policy


3. What does the acronym CPR stand for? Answer: Consult, Personalize, and

Recommend.


4. The Client Service Folder is a valuable ______ and _______ tool.

Answer: communication and pivoting.

Handling ObjectionsHandling Objections

I am real not interested . I don’t need any more insurance. How long is this going to take? I am not sour I am comfortable sharing this

information with you. I want to wait a while.

Handling ObjectionsHandling Objections

Your price is to high. Do you really need this information? I can’t afford it. I want to think about it.

Module VIModule VIThe Prescriptive PresentationThe Prescriptive Presentation

The prescriptive presentation is the time the solutions to peoples problems and methods for reaching their goals are presented.

The purpose of the prescriptive presentation is to present ideas and products that will result in a problem solving, goal directed sale, thus creating a triple win.

The Prescriptive PresentationThe Prescriptive Presentation

Proper preparation means being so well organized that it is known before the presentation that the people will respond favorably to the recommendations.

An effective presentation is always planned and developed. Always remember that ad-libs are for amateurs.


Presentation Guidelines: Explain the R.A.C.E.S. approach to selling. Review: The manner in which an interview

is started. Review the goals or minutes of the previous interview in complete detail.

Agenda Whether the customer prefers detailed or short the agenda sets the tone and keeps control of the presentation.


Continue: Here we move from the generalities on the action - needed list to specifics by explaining the proposal and answering the buyers question., “ What is in it for me?”

Confirm: By having clear and precise objectives to work with it becomes easier to complete the sale.


Explain: It makes both logical and emotional sense to clearly state the objectives, and then list in an orderly fashion the major actions that must be taken to obtain the desired goals.


Sell the Concept : Selling the concept first allows an Agent to link the buyer’s motives to the solutions provided.

Agents should pace their presentations to the customer.

How do you gauge the pace? Ask questions.


What are some of the questions you can ask to gauge the pace?


Presentation Guidelines: To move even closer to becoming a master

presenter, review the following additional presentation guidelines.

Practice, Practice, Practice. Role play the presentation. If you are not sold don’t go.


Place positive issues on the right side. Present key issues first and last. Use showmanship. Use present tense. Be familiar with the information. Speak the buyers language. Proof sources.


Clean and neat materials Use large type. Underline and bold. List points with bullets. Proofread for accuracy. Use charts and graphs.

Show new and old 34 Force examples.


Completion Tips: Nonverbal communication Use the fear of rejection Ask why Joint work. Show your personal program Hand them the pen


You sign first.


Assignment for next week: Read Module VII Conserving the Account Mock Diagnostic Filtering and Prescriptive

Presentation.

Documents

CLIENT FOCUSED MARKETING Module V Quiz u 1. A _________ is necessary for the diagnostic filtering interview. u Answer: Agenda