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Consultative Sales Process
Proprietary and Confidential – Quantum Sight Marketing LLC
IronPoint Training Cycle
Vision•Personal Goal
•Professional Goals
Sales
Planning•Business Plan
•Sales/Marketing Plan•Objective Setting
Mark
eti
ng
Activities•Daily
•Weekly•Monthly
Operatio
ns
Running Your Business•Operational
•Financial•Calendar
Sta
ffing
Grow Your
Business!
Proprietary and Confidential – Quantum Sight Marketing LLC
Welcome to Consultative Sales What should you get from this course?
By the end of this course you should be familiar with the consultative sales approach, gained new skills to assist in understanding and communicating with your prospects, addressed objection before they occur, and the ability to differentiate benefits from product features. You will learn how to improve your sales techniques through the use of rapport, and effective use of the use of financial priorities sales tools
Proprietary and Confidential – Quantum Sight Marketing LLC
The Sales PipelineSeeing enough people and saying the right things!
Centers of
InfluenceReferrals
Direct Mail
Current Clients
Cold Calls
Face-to-Face
Revenue
ContactsProspects
Appointments
Presentations
Sales
Impact of Improving the number of People you Meet
Converstion RatesSales Funnel
Lead Souces 100 150
Contacts 50 75 50.0%
Prospects 15 22.5 30.0%
Appointments 10 15 66.7%
Presentations 7.5 11.25 75.0%
Sales 3.75 5.6 50.0%
What if an Improved Sales Process Increased my Conversion Rate?
Sales FunnelQuantity of
LeadsOriginal
Conversion RatesQuantity of
Leads
Improved Conversion
Rate
Lead Souces 150 150
Contacts 75 50% 83 55%
Prospects 22.5 30% 29 35%
Appointments 15 67% 21 71%
Presentations 11.25 75% 16 80%
Sales 5.6 50% 9.0 55%
What if an improved sales process could improve a simply 5pp in your conversion?
61.%
Proprietary and Confidential – Quantum Sight Marketing LLC
The advantages to improving you sales skills: When you improve your sales skills, even a small amount,
you can improve you ability to convert a lead to a client. Small Increases in conversation ratio lead to big improvements
in sales.
Decrease your Expenses! Leads cost money!
Improving your sales skills will provide a better return (ROI) when prospecting for leads (or paying for them).
Why Improve your Sales Skills?
Proprietary and Confidential – Quantum Sight Marketing LLC
Improving Your Sales Skills
What do I need to know to improve my sales skills?
1. Understand the Components of the Sale2. The reason why people choose3. The way people learn4. The way people communicate5. Understanding of Social Styles6. Ability to Identify Personality Types
Proprietary and Confidential – Quantum Sight Marketing LLC
The Sales Components
What are the components to the sale: Price – You don’t set the price, so you don’t have much control here. We
do have several product, however; and this should give you better pricing options.
Product – Once again, not a lot of control. However, a deep understanding of your products projects professionalism and gains confidence.
People – This is where the agent has the most control. We must understand the people we interact with to better relate to them.
Proprietary and Confidential – Quantum Sight Marketing LLC
The reason people Choose
What are the top reasons people choose their insurance? Price – People generally don’t want to over pay.
Coverage/Protection – The client wants to be confident they have the proper protection for their assets.
Service – A good service experience validates a person’s selection.
Relationship – With many consumers, a personal relationship is desired. This cannot be faked.
Communicating with the Customer
Proprietary and Confidential – Quantum Sight Marketing LLC
Learning Styles
Visual Auditory Kinesthetic
Key Words: SEE IT Key Words: HEAR IT Key Words: DO IT•Think in color, size and shape•Create diagrams of what they hear•Run “movies” in their mind
•Prefer facts, details, clear vocal presentation, and audio•Pat attention to voice tone, energy, pitch, and enthusiasm•Play a recorder in their mind
•Prefer to touch things – “hand-on”•Like groups and doing several things at a time.•Relive sensations and feelings.
Typical Phrases•It’s not clear to me•I’d like to see how•I can’t get a picture of this•Looks difficult•He’s got blinders on•Draw me a picture•The idea is out of focus•I need to see it
Typical Phrases•Sounds good to me•Listen! This is important•Did you hear me?•There is a lot of static•Not on the same wave length•Clear as a bell•Tell me what you think•Let me hear your ideas•Lend me an ear
Typical Phrases•Slipped though my fingers•Hard to get a hold of•Hammered home the point•Life a dog with a bone•Feels right to me•I can’t put my hand on it•My gut tells me•Rein them in
Watch their EYES•Generally look up while thinking•May also defocus in blank stare
Watch their EYES•Eyes tend to move side –to-side (right-to-left) when thinking.
Watch their EYES•Eyes will generally look down when thinking.
Proprietary and Confidential – Quantum Sight Marketing LLC
Social Styles
Task Oriented
Impatient or Brisk Pleasant
People
Oriented
Peaceful, pleasant, Quiet, guarded,
Task Oriented
Argumentative Friendly, Exciting amiable restrained
Is to the point Talks about self, Cooperative, helpful Indirect, little smallDirects discussion tells stories may seen uncertain talk, is business like
Seems agitated Spirited, interested Seems relaxed and Distant, Analytical,Interupts, gives facts in others slow, and explains Goes step-by-step
Ask for results, want Ask long questions, Asks "how to" questions Wants details, asksto know what it will how will product, want to know about change "why" questons, but
do for him/her bring success? and support provided gives little information
Tell AskOR
Driver Expressive Amiable Analytical
How would you describe the person you are dealing with?
How would you describe the person you are dealing with?
Proprietary and Confidential – Quantum Sight Marketing LLC
Communication is the key
Characteristics Driver Expressive Amiable AnalyticalKey Behavior Controlling Energizing Supportive Systematic
Actions Under Stress Autocratic Attacking Acquiescing AvoidingWants Results, control Involvement with others Safety, security Accuracy, order
Dosen't LikeLoss of Control, being
taken advantage ofRejection, loss of
approvalSudden change, loss of
securityCriticism of work, lak of
standards
Communication Style Direct, forceful, assured
Enthusiastic, self-promoting, warm
Patient, careful, agreeable
Detailed, diligent, restrained
Make effort to be Efficient Interesting Cooperative Accurate
Support Their Conclusions and actions Visions and IntuitionsRelationships and
feelings Priciples and thinking
Stress benefits that answer
WHAT sholutions will do for them
WHO else has used idea, what they say
WHY solution is the best and adds security
HOW problem is solved, whis is logical
For decisions, give them
Options and probabilities
Testimonial and incentive
Assurance and guarantees Evidence and service
Sales approachStress results and
bottom line Stress appeal to people Stress support provided Stress track recordFollow up with Results Attention Support Service
Proprietary and Confidential – Quantum Sight Marketing LLC
What Style is Your Prospect?
Driver
Amiable
Analytical
Expressive
Guidelines for
Recognition
Tell-Oriented Responses
Task-Oriented Responses
Ask-Oriented Responses
People-Oriented Responses
•Emphasizes ideas by changing voice tone•Expressions are obvious•Quick, clear, or fast-paced•Makes statements more often
•Restrained•Actions controlled and/or cautious•Wants facts or details•Eyes appear attentive•Limited Expression of personal feelings•No storytelling or small talk•Normally only shares about tasks.
•Animated, uses facial expressions•Actions are open and eager•Limited discussion of facts•Friendly gaze, hand gestures are open•Shares personal feelings•Makes small talk and tells stories
•Seldom uses voice to emphasize ideas•Expressions and posture are calm and non-intrusive•Careful and deliberate•Slow/careful speech•Ask questions more than make s statements•Tends to lean backwards
Proprietary and Confidential – Quantum Sight Marketing LLC
Monitoring & Listening Skills
Monitoring Know Yourself Know the
prospect Control Yourself Communicate
the way the prospect communicates
Listening Show interest
Focus attention Concentrate Express interest directly to
prospect Use phrases..
“I understand..” “Tell Me More…”
Don’t interrupt Ask open-ended questions.
Avoid “yes” or “no” questions Validate the prospect Check for understanding Restate your understanding
as needed.
The Consultative Sales Process and Tools
Proprietary and Confidential – Quantum Sight Marketing LLC
The Consultative Sales Process
Set an Appointment –
In person or telephone
Establish Rapport
Understand the Prospect
Align Product/Benefits with Prospects
Needs
Prospect Asks to Purchase
Proprietary and Confidential – Quantum Sight Marketing LLC
Setting an Appointment
Before you begin the process if setting an appointment, remember…Selling = Helping!
Helping
Selling
6. Build Rapport
5. Fact Finding
4. What’s the Problem
3. Alternatives
2. Solutions
1.Close
Vs.
Transactional
Consultative
Proprietary and Confidential – Quantum Sight Marketing LLC
Why do People Choose?
When making an initial connection with a potential prospect, use the 4-Reasons people choose to assist in getting to the next step.
Price – For nearly all people, regardless of wealth, price is a key reason to switch.
Coverage – Many people haven’t revised coverage in a number of years.
Service – Sell your service. What do you do different! Relationship – Begin cultivating a relationship, maybe use
testimonial.
Proprietary and Confidential – Quantum Sight Marketing LLC
Positioning Statement
This is your 30 second commercial about you, your agency, and IronPoint Insurance
Why should they choose IronPoint Insurance? Why should the choose your agency? Why should they choose your products/brands? Why should
This explains, in a meaningful way, how you do business and how you can help them build and protect their assets.
Proprietary and Confidential – Quantum Sight Marketing LLC
Needs based consultation Review based on consumer indicated
areas of concern. Financial assessment for risk, and
financial products. Information on assets exposed Illustrate “protection” with
“Fortifications” article.
Consultative – Value Added Sales