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We begin by teaching you several advanced selling and closing
techniques - specifically detailing how to effectively use
them during your interview. |
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| Opening to Close™ -
Approach every sale with a determined course of action. Learn to eliminate
superfluous talk which does nothing to draw you closer to a sale.
Discover how you can use every question you ask to uncover information
you’ll need to help meet your client’s needs. |
| Power Point Opportunities™ -
Quickly identify key statements made in every LTCI sale which will
either help you create value for your product or hinders you from
closing. Not only do we show you how to recognize these opportunities
we instruct you exactly how to respond as well as how to use these
opportunities - both good and bad - to enhance your ability to close
the sale. |
| Manifold Questioning™
- This questioning technique allows you to assist your client
in working through misconceptions about long-term care and how long-term
care services may be provided. Manifold Questioning will help you
develop a clearer understanding on issues such as children participating
as caregivers, the limitations of unpaid caregivers, and where the
money will come from to meet long-term care needs, just to name a
few. |
| Repeat-Rephrase - Make sure there is
no miscommunication between you and your client. Repeat-Rephrase will
ensure complete understanding on everyone's part. |
| Value Added Selling -
Value Added Selling is the most effective way to overcome the issue
of price. Become skilled at keeping the focus of the sales presentation
on value, not price. . |
Closing Skills - We walk you through
several of the most effective closes available for LTCI sales.
These closes are expressly designed to meet the most common challenges
such as:
- "I want to think about it"
- "I need to talk it over with my children, my advisor or
my friend"
- "I want to shop around"
- "We don't want to do anything on our first meeting."
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| These
objections are easy to handle if you have the right tools. |
