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SALES CAFFEINEMAY 05, 2014
930am – 1130am
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Honor the Lord this morning
with a Prayer .
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Learning Sessions forMAY…
1) FNA Review – understanding again the
value of using Financial Needs Analysis
2) FNA astery – memori!ing the scri"t anddelivering it "ro"erly
#) Health $nsurance – why our "ros"ects
need Health %&entials and Health a&') (ersuasion (itfalls – things to avoid when
"ersuading the "ros"ect
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Review of the previousLesson
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Previous Learning Session:*a+ing ,our (ros"ect-s *em"erature
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/
Taking YourProspect’s Temperature
“Always look before you leap”
Before ump!"# !"$o a pool%
&'a$ (o you (o f!rs$)• *eel $'e wa$er $o +'e+k !f !$s $oo +ol( or us$ r!#'$-
Before #o!"# for $'e ./%
&'a$ (o you (o f!rs$)• .'e+k $'e prospe+$s buy!"# $empera$ure-
./, /&A6M or 78
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Taking YourProspect’s Temperature
“*a!lure $o se 8r!al .loses”
3 Pr!mary 6easo"s &'y A#e"$s
o"$ se 8r!al .loses1- A#e"$ !s "o$ f!"!s'e( sell!"# a"( (oes "o$ wa"$
sales p!$+' $o be !"$errup$e(-
2- A#e"$ +o"fuses 8r!al .lose w!$' $'e Al$er"a$!e
.'o!+e .lose-
3- A#e"$ !s "o$ prepare( : (oes"$ k"ow 'ow $o use o"e-
;mpor$a"$
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Taking YourProspect’s Temperature
“8'e 8r!al .lose”
Ask for a" op!"!o" f!rs$%> 8'e a"swer w!ll !"(!+a$e $'e prospe+$s
rea(!"ess $o buy> ;f $'e prospe+$ !s"$ 'o$ e"ou#' $o buy, (o"$ ask '!m $o buy
?ues$!o"s you +oul( ask%
• “7ow (oes !$ sou"( so far)”• “oes $'a$ make se"se)”
• “;s $'!s w'a$ youre look!"# for)”• “&'a$ (o you $'!"k)”• “7ow +lose (o you feel $'!s +omes $o mee$!"# your "ee(s)”• A"y @ues$!o" $'a$ s$ar$s w!$' “;" your op!"!o"%)”
+a" be a" effe+$!e $r!al +lose-
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Taking YourProspect’s Temperature
8r!al .lose 6espo"ses“;s $'!s w'a$ youre look!"# for)”
“Absolu$ely ;e bee" look!"# for $'a$ for a lo"# $!me-
;$ looks #rea$” Go for the close by asking for the business.
“;$s sor$ of w'a$ ;m look!"# for%” Don’t go for the close.
Present more benefits and reasons for the prospect to buy.
Then use another trial close to test waters again.
“
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Taking YourProspect’s Temperature
/ea(!"# $o $'e .lose%
“Absolu$ely ;e bee" look!"# for $'a$ for a lo"# $!me-
;$ looks #rea$” Go for the close by asking for the
business.
8'e 6e+omme"(a$!o" or u##es$!o" 8r!al .lose
Act as a Resource Person and make a recommendation or
suggestion that moves the prospect towards a decision in your favor
ampleC
#$hat ! recommend is that you start with a %ealth &a' so that you and
your family will be well protected (ust in case something happens to you.
%ow does that sound to you)*
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Taking YourProspect’s Temperature
/ea(!"# $o $'e .lose%
“Absolu$ely ;e bee" look!"# for $'a$ for a lo"# $!me-
;$ looks #rea$” Go for the close by asking for the
business.
8'e “If I / Would You” 8r!al .lose
asic formula is! “If I "am a#le to do this$ would you "do that$%”
ampleC
#!f ! am able to show you a way to sa+e money and protect your family
within the budget you’+e (ust mentioned" will you start with the plan
right away)*
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Taking YourProspect’s Temperature
/ea(!"# $o $'e .lose%
“Absolu$ely ;e bee" look!"# for $'a$ for a lo"# $!me-
;$ looks #rea$” Go for the close by asking for the
business.
“&'a$ &e .a" o
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Taking YourProspect’s Temperature
$ay Away from
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Today’s Learning Session:4inning through FNA5
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4inning *hrough
FNA
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1/
4inning *hrough FNA
Aminiiin6
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10
4inning *hrough FNA
7ommon 89:ections
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1
7ommon 89:ections
#,yoko mag-memorie ng script
$ala akong oras aralin
/aya ko naman eh" kahit wala.*
Na+a+ita +a na 9a ng a+tor
na walang scri"t;
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1
7ommon 89:ections
#!t’s too complicated 0
,ng daming pasikot-sikot pa" pwede namang
diretso na0
Tantya ko 1kung ano ang bagay sa prospect ko 2
ang dami ko ngang benta na 3& sum insured
eh.
/aya mo ba 4yon))*
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23
7ommon 89:ections
5aku" 65,0
4Di kasi ako 4yan.
Parang 4di natural sa akin" di naman ako
ganyan magsalita0
5atatawa nga sa akin ang mga kaibigan koeh.
=ila lang 9a ang mga
tao sa mundo;
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21
7ommon 89:ections
,y 7nglish
Sosyaaaal0
Pero pwede bang hindi ko na gawin 4yan)
4Di na kaya ng powers ko eh0
%h >di sulitin mo "owers mo5
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22
7ommon 89:ections
Ginamit ko na 4yan0
Sinunod ko na ang lahat ng
sinabi ng makulit kong ,D&
8buti nalang mabait sya90
Pero 4di naman effecti+e"4la namang bumili sa akin.
8y wala >yan sasandata ha? nasa
sundalo6
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2#
7ommon 89:ections
,ng laki naman ng 65, /it
4Di nga magkasya sa table ng
pinrestentan kong doktor
,yoko nang gamitin0
%h >"ag mas mala+i
ang 9enta mo dahildyan? >di mo "a 9a
gagawan ng "araan;
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2'
4inning *hrough FNA
4hy FNA;
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2@
4hy FNA;
(ersistency
(remium
Aue
(eo"le 9uy? and continue
to 9uy? when they 9elieve
their needs are met.
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2/
4hy FNA;
(rofessional
(eo"le are =$7B and *$R% of 9eing
"ushed around 9y hardCsellers? and
are loo+ing for advisors to *R
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20
4hy FNA;
esigned to 9e concise?
vivid? factC9ased? D needC
and 9udgetCsensitive
$t 4or+s
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2
4hy FNA;
All we have to do is imitate what they
do. $n fact? the FNA is the +ey to
success in this 9usiness.
=uccessful "eo"le do it
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2
4hy FNA;
,ou may get the
sale once? 9ut will
you get it again;
$t-s the Foundation for
Re"eat Eusiness and
Referrals
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#3
4inning *hrough FNA
Additional $nfo
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#1
Additional $nfo
ream *a9les
Eased on a com"any survey 9ac+ed 9y actuarial stats.
arries client-s need with afforda9ility.
$ncome (rotection
21C'@ y.o. Ghighest need) #C'& of annual salary.
3C23 D '/C@@ y.o. Gmoderate need) 2C#& of annual
salary.
@/C03 Gleast need) 1C2& of annual salary.
%ducation
Eased on a "ercentage of monthly income G'CI)?
de"ending on age of the child.
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#2
Additional $nfo
ream *a9les
Retirement
Ranges from /C23& the annual income.
edical
Eased on how afforda9le the solution is 9ased on
income? not on the income "er se.
ore detailed discussionsJcom"utation can 9e done
through the etailed FNA 4or+sheets.
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##
Additional $nfo
*he #-s of emori!ing
emori!e $t 4ordCforC4ord
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Get rea! for…
$A D FA C FNA accreditation5
$nsurance Advisor D Financial Advisor
Financial Needs Analysis Accreditation5 ALL ERAN7H%= will have it this A,
.'e+k your s+'e(ules "ow
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From Agenc! Learning…