STI Class Summaries
Prospecting, Handling Objections & The 7-Step Sales Process |
Prospecting Session |
The materials in this session have been developed to offer a structured methodology to
master the knowledge and skills necessary to manage your business. To help ensure your success, you will be expected to follow the guidelines presented in this
session:
- Creating a Business Plan
- Mission Statement
- Goal Setting
- Developing an Activity Plan
- Theory of Prospecting
- Prospecting Tools
- Prospecting Sources
Throughout this session, you will be given opportunities to learn more about each
guideline and how to apply the principles and techniques in the field.
By the end of this session, you will be able to:
- Create a business plan for success.
- Define your mission for being in business.
- Set short-term and long-term goals for yourself.
- Develop a detailed plan to accomplish your short-term and long-term goals.
- Determine the value of prospecting.
- Define what is a prospect.
- Identify specific prospecting tools.
- Identify specific prospecting sources.
|
Handling Objections Session |
Selling is the process that brings about a desired
change in the behavior of prospects using needs-based
techniques.
The primary function of a Sales Professional as it
relates to selling, is to:
- Help the prospect recognize a problem exists.
- Motivate the prospect to solve the problem.
- Demonstrate and convince the prospect that the
product can solve their problem.
- Motivate prospect to buy the product today.
By the end of this lesson, you will be able to:
- Identify prospecting sources.
- Utilize identified prospecting methods.
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The 7-Step Sales Process Session |
| The Seven Scientific Steps to Successful Sales process
provides a roadmap to uncovering, understanding and
addressing the needs of our prospects and customers.
By the end of this session, you will be able to:
- Open a sales conversation and respond to the prospect’s
nonverbal and verbal resistance cues.
- Ask probing questions to identify the prospect’s
needs.
- Emphasize the benefits of being an American Republic
customer using the “Assessing Your Insurance Needs-
Major Medical” and “Assessing Your Insurance Needs-
Medicare Supplement” presentations.
- Present relevant solutions utilizing appropriate
product brochures and other sales tools.
- Present the cost to the prospect, responding to the
prospect’s nonverbal and verbal resistance cues.
- Close the sale with a completed application,
responding to the prospect’s nonverbal and verbal
resistance cues, and reinforcing the prospect’s
decision.
- Collect multiple referrals.
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