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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.
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."
These objections are easy to handle if you have the right tools.
 
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