Fwd: : 12TH JULY 2016 - SALES & FINANCIAL ARTICLES

[LUGI CHENNAITEAM]

Simple Sales Tip To Explode Your Sales!

Published on July 7, 2016

Your prospect has already made an important decision - they have decided to meet with you. Congratulations, you’ve made your first sale to the prospect. You sold them on the reason for the appointment. Now, you want them to become your client. So, what do you do? Are you going to wing it like most agents and advisor? Or, do you have a set agenda for that appointment?

What do you want to accomplish at this first meeting?

Do you want to make a good first impression… gain their trust, respect and build their confidence in you?
Do you want to help the prospect to see and understand the problems he/she has, so that they will buy into the solution you can provide them?
One of the best ways to make a good first impression is by utilizing an agenda throughout the entire sales cycle. You want to send a POWERFUL message to your prospect: "This meeting was important enough to justify advanced planning on my part."

You are a professional financial services advisor. Having a well-rehearsed agenda reveals your preparation. Prospects and clients will know that you respect their time. An agenda demonstrates what they can expect throughout the process; you are thorough, leaving nothing to chance.

What’s included in your agenda?

Do you tell your clients how you work, what they can expect from you, what it will cost them and give them a brief outline of your credentials?
Do you have a series of ‘thought provoking questions’ that gets them to think and talk about the problems their family and they face today and in the future?
Do you have a set sales presentation (s) that demonstrates how your product and/or service will help them to solve their problems?
Do you summarize what they have told you they want and need at the end of the sales presentation to show them you were listening to them and you understand their problems and concerns?

5 Tips To Build Relationships

Published on June 16, 2016

Marketing & Sales Coach- Create A Steady Stream Of New, Repeat and Referral Business

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One of the best things about writing these articles every week is that it forces me to read articles from other sales trainers. In a recent article, I was reminded of how important it is to build relationships with the right people and companies regardless of their buying time. I think we all forget this at times. If a potential client doesn't buy from us today we drop them like a hot potato rather than continue to nurture the relationship into fruition. Are you guilty of doing this?

Tip 1. Have you lost your human touch? If so, make a phone call, send a card or take just a few moments to send an email to see how they are.

Tip 2. It isn't just the first impression that counts. It's every impression that you make. Be consistent.

Tip 3. Be personable. Your clients should want to talk to you - if they don't, you might be trying too hard to get the sale rather than develop the relationship. If they are dodging your calls or not answering your emails you may want to evaluate your approach.

Tip 4. Is your customer here today and gone tomorrow? Start Thinking... "A customer is for life." Are you willing to invest what it takes to get their business? Give people value, more than they expect and you have a customer for life!

Tip 5. Be an advisor not a salesperson. A trusted advisor will always win more sales than a high-pressure salesperson.

Use The Summer Slump To Move Your Life Insurance and Annuity Sales Forward!

Posted on July 11, 2016 by Alex Villa

Let’s face it, we’ve been looking forward to the summer. Now that it is here and the weather is nice we all tend to get lazy. However, that’s a big mistake. Summer doesn’t have to be a slow time for your business.

Here are four things you can do this summer to immediately reenergize your sales and guarantee a strong close for the year!

Fine Tune Your Marketing Message.

You know your products and services better than anyone else, but most advisors have a hard time conveying the right information to clients. Instead of focusing on your product or service features, take this time to make sure your website, brochures and other marketing materials highlight the benefits your clients will receive.

Remember, people buy things for two reasons:

The want to avoid pain, or a loss

The want to gain pleasure.

Make sure your marketing message addresses one or both of these wants.

Reevaluate Your Lead-Generation Strategies.

Once you’ve got your message down, get the word out. You should always have five lead-generating strategies in place. If you’re betting your future on one or maybe two strategies, you’re doomed. Use the summer to research and implement new lead-generating opportunities, such as networking at events, forming partnerships, engaging on social media, and asking for referrals from existing clients.

Connect With Existing Customers.

People who have already bought from you are the key to your continued viability and growth. Take the time to review your clients’ situation. Then call, visit or email them to schedule an annual review. You can also drop them a note, or send them a card to tell them you appreciate their business. Your customers aren’t going to remember you if you don’t stay in front of them.

And, remember the average person buys insurance about 7 times during their lifetime.

when they first get married,

they start out with a simple family plan,

then a mortgage insurance policy,

then a policy on each child,

then more insurance because of the new family additions,

then more insurance to cover their ever increasing life style,

then there is college planning,

and retirement planning,

And so on…

Refresh Your Training.

Do you have a clear strategy on how you should engage with your customers? If not, then it is time to update your training. Use the summer down time to learn how to build strong and lasting customer relationships!

Your goal is to learn how to identify and answer the prospects’ problems. Then show them how your product or service will help them avoid that pain, or gain the pleasure they seek.

People buy products or services based on emotional needs or wants,

and then justify their purchase logically.

Jeremy Nason

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CHARTERED FINANCIAL PRACTITIONER.

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28th year in Customer Service 

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LUGI-CHENNAI CHAPTER

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