Agent Sales-Track Training Setting the Appointment in Stone

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Erin Gaines
5 years ago
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1 Agent Sales-Track Training Setting the Appointment in Stone

2 Sales Track Review Here is where a client would be added to your Agent Portal Now is the time to share the videos with your Prospect Follow up and Set Your Appointment in Stone Put their number in your phone and call it right away. This will make it easy for them to save it.

3 Become a Product of the Product Your personal experience by purchasing and actively using the Worth Account program, will trump all other methods in delivering a strong message about the Worth Account Program. #Credibility #Confidence #Trust

4 Sales is an Art Form The sales process is an art form The appointment process is no different It has sequence, steps and rhythm Eliminating any of these fundamentals drastically reduces your chances for success The steps we have covered so far, have led you to this point

5 So How Does it Work? Launching into a verbal explanation at this point will only serve to side track you, confuse your client and weaken your chances for closing the sale STOP! Don t Commit Verbal Suicide Use short and to the point responses to redirect your prospect

6 Questions & Responses So, how does this work? It works GREAT! I was scheduled to pay back over $465, in total debt over a 28 year period. But, by qualifying for the program, I will save over $165, of total interest and all my debts will be paid in full in only 9.3 years. Would you like to see if you qualify for the same program?

7 Questions & Responses So, how does this work? It works GREAT! Our average clients are saving over $100,000 and paying off ALL their debt in as little as 7-11 years. Would you like to see if you qualify for the same program?

8 Questions & Responses No, how does it do it? Well, as I mentioned before this is a program I had to qualify for. Before we waste a lot of time, let s make sure you qualify. Then I ll be more than glad to SHOW you how this program will work for you.. In fact you can have a hands on Demo if you wish! Do you have about 10 to 15 minutes to make sure this will work for you?

9 2 Possibilities What evening this week would work best for you, Tuesday or Thursday? Friday evening. What would be better, 6:00pm or 8:00pm? How about 7:30pm, I m just finishing up with dinner.

10 All Parties Present Now is there anyone else you would like to have present to get their eyes on this with you? There is never any value to a one-legged appointment If some else is going to be involved in the decision making process make sure they are there

11 Another Party Introduced Yes, my wife/husband/significant other/my Dad/tax guy. Can we touch base with them right now to see if they are available? Let them make the call right then to confirm the other party. If they are not avail, tell them you will call later in the day to confirm they were able to nail down the 2 nd person. Do not do a one legged appointment. It s a waste of time.

12 Set in Stone I was raised to be a man/woman of my word. Now I am going to be at your home/call this Friday December 16 at 7:30pm ready to go and you and your wife will be there correct? Great/Awesome!!! I am really looking forward to meeting your wife and chatting with you again about this program. May I have your cell number and your address so I can send you an appointment confirmation?

13 Inform Your Prospect Just a reminder, we will be doing a short 10 to 15 minute questionnaire regarding your household income and debts. I will not be asking you for your social security number, birth date or any of your account numbers. So I will not be asking for any sensitive personal information. All we are going to look at is things like your mortgage balance, interest rate and payment and the same on your other debts, as well as your income and intervals. OK?

14 Turn It Over To Us OR Now what we are going to do is make a call to set up an appointment for Free Savings Report. They will not be asking you for your social security number, birth date or any of your account numbers. So they will not be asking for any sensitive personal information. All they are going to do is look at things like your mortgage balance, interest rates and payments and the same on your other debts, as well as your income and intervals. OK?

15 The Appointment is Set in Stone Make sure you send them a follow up same day with a cordial note and verify the appointment particulars: date, time, location and parties to be present. Also remind them they will be going through a short 10 to 15 questionnaire/analysis/savings report THEN: Make sure you call them one day before your appointment and at the latest 5 to 6 hours before the appointment as well to confirm nothing has changed

16 CLOSING The First Appointment Basics Whether the appointment is for you or it is one you have set up for the Home Office or someone in your upline Keep in mind the purpose of The appointment is to get their numbers for the Analysis. If that appointment happens without their numbers, what you need to run an analysis, then you wasted your time and theirs. Confirm THEY are prepared for business and to get the job done

17 CLOSING In all things remember the Heart of a Servant We are all called to serve and be a part of a greater good

18 Agent Sales-Track Training Setting the Appointment in Stone

Agenda. First: With Whom do I Start? First: With Whom do I Start?

Agenda. First: With Whom do I Start? First: With Whom do I Start? Agenda Training Modules Series Worth Unlimited Dr. Joan Haakonstad And Kai Baker Training, Module 13 Review of Sales Track 1. Share Worth with Others Create Curiosity and Gage Interest: REVIEW With Whom