Presents

Offering Dessert in Client Centered Meetings

So you’re going to have eye surgery?

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Looking for a great financial planner?

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Three Strategies for Double Digit Growth

Strategy #1 – Identify your “A” clients and super – please them

Strategy #2 – Identify your “B” clients and turn them into “A” clients

Strategy #3 – Look into the marketplace and find prospects like your “A” and “B” clients.

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Objectives Client centered meetings Spirit of cooperation Listen more effectively Better communicate Offer dessert Gaining commitment for the right solutions

A New Attitude

Old Paradigm New Paradigm

Two Attitudes

Old ParadigmI just bill by the hour.

New ParadigmI’m here to help you succeed.

Waits for the client to call Proactively connects with clients

Demonstrates capabilities Asks questions

Solves problems I see Uncovers solutions

Three Behaviors…

Time and Tension Model

Time

Low

High

Trust Tension

Relationship tension is the

feeling of anxiety or

discomfort we have about

other people.

Trust

Tension

Relationship Tension

Your goal is to decrease relationship tension as fast as possible to promote a good

business conversation

Relationship Tension

High Low

What can be done to reduce relationship tension?

Connect

Reason for Meeting

Ask Questions

Listen

Reason, Process, and Benefit

Reason: Why are we meeting?

Process: How do we proceed?

Benefit: How will we both benefit from spending this time together?

Skills Practice

Word Association – Selling is__________?

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Principles of Cross Selling

1. Cross selling is the most cost effective and proven method…2. Cross selling can only be accomplished if there is strong

teamwork.3. Cross selling can only be accomplished if there is an

understanding of the firm’s menu of services.4. Cross selling can only be achieved if there is a strong

relationship built on trust and mutual goals and objectives.

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The Law of the LadderAt the Top of the

Ladder Price Resistance

Decreases There is Little or

No Competition

At the Bottom of the Ladder

Price Resistance is intense

Competition is fierce

Cross Selling Process

Internal1. Know your firm’s menu

of services2. Tell others what you do3. Know what others do4. Have a client success

story5. Know buzz words and

have questions to ask

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External1. What services is the

client using now?2. What services could

they use?3. Cycle Selling

1. Clients2. Referral Sources3. Centers of Influence

List of My Firm’s High Value Services

Know your firm’s menu of services

Partner / Manager

Services

SPEED Model

Objective FocusSituation Current Status

(Have)Problem Uncover problems and

needs

Expansion Build on the problem and create a desire to change

Exploration Develop Solutions

Discovery Advancing Commitment

Situation

Who provided this service?

Benefits to the client?

Services they could be using?

Problem

Problems in the marketplace

Anticipate problems the client may face

No Problem…No Sale!

What other problems?

Expansion # 1 Problem?

How serious?

Super size the pain!

LISTEN and respond to their concern

Exploration

Right Solution

Receptive

Pay more for wants

Discovery

Advance Commitment

Pricing Discussion

Terms and Conditions

Buying Conditions

Internal - Buying Decisions- Price, Payment Ability Features- Quality Standards

External - Industry Trends- Economy- Exchange Rates- AR/AP- Potential M & A’s

Brian Tracy How to Listen

Listening

….Is suspending one’s own judgment to really understand what someone else is meaning

List the skills of a good listener

Think of people you believe consistently listen well. What are some common traits they share?

Listening Skills

Restatement of your understanding

Listen with… Heart first Eyes second Ears third

Skill Practice #2

Offering Dessert

Cycle Selling

ClientService Matrix

Centers of Influence

List ideas on how to expose your Centers of Influence to your services

List 5 Centers of Influence that you will tell about your high value services

Develop Solution, Application and Benefit Statements

Solution: What is it? (service)

Application: How does it solve the problem?

Benefit: What does it do for the Client?

Communicates why a client should use this service

Skill Practice #3

Learning Points

Time and Tension Model Ladder of Trust Reason – Process – Benefit Statements (RPB’s) SEED Model Offering Dessert The Satisfied Client Story to Gain Commitment

Thank You!