Navigating the Sales Cycle: From Prospecting to Building Relationships

Explore the journey of an adviser from facing customer skepticism to building trust and addressing needs in the sales cycle. Discover key stages such as prospecting, telephoning, personal introduction, questioning techniques, and needs analysis. Witness how challenges are overcome and relationships are nurtured to create lasting partnerships.

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• Sales Cycle
• Building Relationships
• Adviser Journey
• Customer Interaction
• Needs Analysis

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Uploaded on Apr 06, 2024 | 1 Views

Presentation Transcript

1. The World of an Adviser

2. We exist because of .... Customer

3. The customers thoughts ... 1 Who are you? Customer

4. The customers thoughts ... 1 Who are you? Customer 2 I do not need you!

5. The customers thoughts ... 1 Who are you? Customer 2 3 I do not need you! You cannot help me!

6. The customers thoughts ... 4 1 Will I see you again? Who are you? Customer 2 3 I do not need you! You cannot help me!

7. The Advisers response ... Will I see you again? Who are you? You cannot help me I do not need you

8. The Sales Cycle Building Relationship Will I see you again? Who are you? You cannot help me I do not need you

9. The Sales Cycle Building Relationship Will I see you again? Who are you? You cannot help me I do not need you Needs

10. The Sales Cycle Building Relationship Will I see you again? Who are you? You cannot help me I do not need you Solutions Needs

11. The Sales Cycle Implement and Review Building Relationship Will I see you again? Who are you? You cannot help me I do not need you Solutions Needs

12. Prospecting Telephoning Relating Personal Introduction PACES Purpose Ability Conduct Ethics Similarities Who are you?

13. Discovery Questioning techniques Fact finding Feeling finding Listening techniques Needs analysis Discovering agreement I do not need you

14. Advocating FAB Features Advantages Benefits You cannot help me

15. Closing techniques Objections CRM Will I see you again?

16. Summary of the Sales Cycle Implement and Review Relationship Closing techniques Objections CRM Prospecting Telephoning Relating Personal Introduction PACES Who are you? Will I see you again? Discovering I do not need you Advocating You cannot help me FAB Questioning techniques Listening techniques Discovering agreement Needs analysis Features Advantage Benefits Solutions Needs

17. 5 Problems in life Implement and Review Relationship you? Who are Will I see you again? You cannot help me I do not need you Solutions Needs

18. Problem 1 Dying too soon Implement and Review Relationship you? Who are Will I see you again? You cannot help me I do not need you Solutions Needs

19. Problem 2 Dying too soon Implement and Review Relationship you? Living too long Who are Will I see you again? You cannot help me I do not need you Solutions Needs

20. Problem 3 Dying too soon Implement and Review Relationship you? Living too long Who are Will I see you again? You cannot help me I do not need you Solutions Needs Disability / Dread disease

21. Problem 4 Dying too soon Implement and Review Relationship you? Living too long Who are Will I see you again? You cannot help me I do not need you Solutions Needs Medical expenses Disability / Dread disease

22. Problem 5 Dying too soon Implement and Review Relationship you? Tax and Inflation Living too long Who are Will I see you again? You cannot help me I do not need you Solutions Medical expenses Needs Disability / Dread disease

23. Holistic Planning Estate Planning Retirement Planning Dying too soon Tax Planning Implement and Review Relationship are you? Tax and Inflation Living too long Who Will I see you again? Asset Management You cannot help me I do not need you Risk Management Solutions Needs Disability / Dread disease Medical expenses Financial Management

24. Addressed with 6 Steps of Financial Planning Dying too soon Implement and Review Relationship Who are you? Tax and Inflation Living too long Will I see you again? You cannot help me I do not need you Solutions Needs Disability / Dread disease Medical expenses

25. Step 1 Establish / Define Relationship 1. Establish/Define Relationship Dying too soon Implement and Review Relationship Who are you? Tax and Inflation Living too long Will I see you again? You cannot help me I do not need you Solutions Needs Disability / Dread disease Medical expenses

26. Step 2 Gather Data / Goals 1. Establish/Define Relationship Dying too soon 2. Gather Living too long Data/Goals Implement and Review Relationship Who are you? Tax and Inflation Will I see you again? You cannot help me I do not need you Solutions Needs Disability / Dread disease Medical expenses

27. Step 3 Analyse Financial Status 1. Establish/Define Relationship Dying too soon 2. Gather Data/Goals Living too long Implement and Review Relationship Who are you? Tax and Inflation Will I see you again? 3. Analyze Financial You cannot help me I do not need you Solutions Needs Status Disability / Dread disease Medical expenses

28. Step 4 Develop / Present Recommendations 1. Establish/Define Relationship Dying too soon 2. Gather Data/Goals Living too long Implement and Review Relationship Who are you? Tax and Inflation Will I see you again? You cannot help me I do not need you 3. Analyze Financial Solutions Needs Disability / Dread disease Status Medical expenses 4. Develop/Present Recommendations

29. Step 5 Implement Recommendations 1. Establish/Define Relationship Dying too soon 2. Gather Data/Goals Living too long Implement and Review Relationship Who are you? Tax and Inflation Will I see you again? Recommendation You cannot help me I do not need you 3. Analyze Financial 5. Implement Solutions Needs Disability / Dread disease Status Medical expenses 4. Develop/Present Recommendations

30. Step 6 Monitor and Review 1. Establish/Define Relationship 6. Monitor and Dying too soon 2. Gather Review Data/Goals Living too long Implement and Review Relationship Who are you? Tax and Inflation Will I see you again? You cannot help me I do not need you 3. Analyze Financial Recommendation Solutions Needs Disability / Dread disease 5. Implement Status Medical expenses 4. Develop/Present Recommendations

31. The Golden Thread 1. Establish/Define Relationship Estate Planning Retirement Planning 6. Monitor and Dying too soon 2. Gather Data/Goals Review Implement and Review Tax and Inflation Relationship Who are you? Living too long Practice Management Tax Planning Will I see you again? Client Relationship Management Risk Management You cannot help me I do not need you 3. Analyze Financial Recommendation Solutions Disability / Dread disease Needs 5. Implement Medical expenses Status Asset Management Financial Management 4. Develop/Present Recommendations