Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs...
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Transcript of Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs...
Liberty National LifeClassroom TrainingDay Three
Day Three Objectives
Overview of the Needs Presentation (Survey to Closing)
Laptop On Demand Needs Presentation
Role-Play Needs Presentation
Needs-Based Closing and Closing the Sale
Role-Play Needs-Based Closing
Objective OneOverview of the Needs Analysis Presentation: The Survey to Close
Your Mantra: I – R – T
Survey to Close: Follow the 3 Part Process to maximize the presentations effectiveness
I - R - T Intro Recap Tie-
Down
Higher the Need
Less Objection to Buying
Sell the Need: Client Buys
Introduce and Play the Video
Recap the Benefit
Tie-Down
“I’m sure you can see how important it is to have this protection in place when something happens, yes?”
Objective TwoLaptop On Demand Needs Analysis
Objective 2: Laptop On Demand
Watch the Needs portion of Laptop On Demand:
Objective ThreeRole-Play the Needs Analysis
Role-Play Needs Presentation
Follow your training manager’s instructions and role-play Needs Analysis.
Objective FourNeeds-Based Closing
Needs-Based Closing
Remember, the best close is a good presentation.
When you get to closing, the largest portion of the sale should already be done.
Asking for the sale is a very straightforward process. Nothing new should be discussed.
It should be a brief overview of the needs that are covered, followed by asking for the sale.
Asking for the Sale
Asking for the sale is also very simple: “Option 1 is this (point to the premium),
and it covers all of your needs and inflation for final expenses.”
“Or if you’d prefer option 2, which still covers all your needs and covers your final expenses for today’s costs.”
“Which option works best for you?” Wait for a response. Be silent and
patient.
Sell the Concepts Only
Needs-Based Closing
Do: Sell the Concept
•Final expenses covered•Income protected•Mortgage completely protected•Kid’s college expense protected•Your needs are protected so you don’t have to worry about this again.
People Keep What They Know
They Need
Don’t: Sell Dollar Amounts
• Don’t sell face amounts
• Don’t say the premiums
• Buying based on premium or face amount is short lived
Objective FiveRole-Play Needs-Based Closing
Objective 5: Role-Play Closing
Role-play the final close to the customer