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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Presentation Transcript
The World of an Adviser
We exist because of .... Customer
The customers thoughts ... 1 Who are you? Customer
The customers thoughts ... 1 Who are you? Customer 2 I do not need you!
The customers thoughts ... 1 Who are you? Customer 2 3 I do not need you! You cannot help me!
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!
The Advisers response ... Will I see you again? Who are you? You cannot help me I do not need you
The Sales Cycle Building Relationship Will I see you again? Who are you? You cannot help me I do not need you
The Sales Cycle Building Relationship Will I see you again? Who are you? You cannot help me I do not need you Needs
The Sales Cycle Building Relationship Will I see you again? Who are you? You cannot help me I do not need you Solutions Needs
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
Prospecting Telephoning Relating Personal Introduction PACES Purpose Ability Conduct Ethics Similarities Who are you?
Discovery Questioning techniques Fact finding Feeling finding Listening techniques Needs analysis Discovering agreement I do not need you
Advocating FAB Features Advantages Benefits You cannot help me
Closing techniques Objections CRM Will I see you again?
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
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
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
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
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
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
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
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
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
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
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
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
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
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
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
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
