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Our Sales
Philosophy
Our sales philosophy has made people from all over the
country top producers in various sales fields. Why? It
bucks the current selling trend. Any intelligent and
teachable individual who reads this concept will see the
genius in it. This simple approach is for any sales
person that’s not realizing their income potential or
those who desire to rise to top producer status. Once
read and applied it will cause the individual to join
the ranks of trend setters that are leading the way in
their chosen profession.
| Double
Your Closing Percentage in 1 day |
Our
revolutionary “Agent Toolbox 2” gives you THE tool
that makes Closing the sale on the first call easy.
The main foundational truth why you’re not closing
more sales is really quite simple: You’re not
convincing enough prospects you offer one of the
best value products in the marketplace. Agent
Toolbox 2 provides unparalleled evidence that you do
offer the best products helping you to close much
more business… easier!
Sales Myth 1: The sales person
believes that the prospect believes them all the
time.
Sales Premise 1: In most cases the prospect does not
believe the sales person just on their word alone,
but in combination with visual “proof”.
Research shows that many sales people unknowingly fall
prey to Sales Myth 1. As a result it is one of the
foremost reasons income is curtailed. When this
myth is addressed and dealt with we see incomes rise
dramatically. |
| Evidence
that tips the scale |
The
chief reason prospects don’t make a decision on the
spot is fear of making the wrong decision. Until
they run into a sales pro that convinces them that
they are indeed getting the best offer for their
hard earned money they will continue to shop.
Furthermore, the prospect never buys until the scale
in their mind is tipped in their favor. When
perceived value outweighs cost that’s when the sale
is made. So during the sales presentation how can we
give the prospect overwhelming evidence to tip the
scale in our favor? Agent
Toolbox 2
Agent Toolbox 2 gives the prospect visual “proof”
that the sales person truly does offer one of the best
value products in the market place. |
| Are you
prepared for the battle? |
|
Let me
ask you… would you go into battle with just one
bullet in your gun? Probably not. If you did you
would not be very successful. To be a top producer
you MUST offer the prospect choices. Generally the
more choices the better. Which sales person has the
better chance to sell… the one that offers one
product or the one that offers five? The answer is
obvious. If a prospect is convinced that you offer
many of the products in a particular market why
would they need to shop around? In most cases they
wouldn’t. The Agent Toolbox gives your prospect the
perception that you can legitimately shop the
marketplace. |
| So how
does the Agent Toolbox work? |
What we
do is take all your carriers your representing with
it’s multitude of products and create a custom
Toolbox that displays them all in symmetrical
fashion. After the Toolbox gets installed on your
computer an icon appears on your internet browser.
When clicked all carriers appear in alphabetical
order running down the far left side of your
internet page. During your sales presentation
whether face to face or online (through web
conferencing) the toolbox initially shows just the
names of your carriers (overwhelming proof
that you offer choices and can shop for the best
deal).
This evidence tips the scale in your favor.
Also each carrier’s name when clicked upon opens up
in a cascade of managed folders. Included are any
combination of Broker Logins, Quoting Logins,
Applications, Brochures, Prospectuses, Provider Lookups,
Underwriting Guides, Links to Websites, Contact
information, and much more. When an item within a
folder is clicked upon the displayed information
appears on the right hand side of your computer
screen! |
| I
already have a lot of that information on my
website? |
|
We
agree, you do. However, that’s the problem! We’ve
proven that that’s the very reason you’re not
selling more! There’s an enormous difference between
using your website to sell and using the Agent
Toolbox. It’s in these differences which shows the
superiority of selling with the Agent Toolbox. For
the record we do believe in websites, but only for
web credibility and/or as a lead capture
mechanism…NOT as a sales presentation tool. Here’s
why… |
| Sales
Myth 2: If I send prospects to my website I will generate a
lot of business. |
One of the biggest mistakes a sales person can make
is to lead a prospect to their website (with or
without them). In fact most sales people advertise
their websites in emails, direct mail pieces, on
business cards, etc. Once the prospect arrives at
the site (even with sales person guiding them) they
have all the information A-Z to educate themselves
regarding the product you’re offering. One of two
things potentially can happen. One… they either
receive an information overload leaving them aware
of the need to do more research just to be sure or
two the agent ends up educating them for free. This
sales approach is best characterized as the, “Let me
think about it” approach. The reason? This strategy
is not conducive for the “One Call Close”. |
| Sales
Premise 2: |
Sales is all about Control. Controlling the prospect
so they will allow you to give them the product that
best suits their needs on the first call.
Let me ask you a question… are you in the Closing
business or the Callback business? Most sales people
whether they want to accept the truth or not are in
the Callback business. Simply because they use their
website as a presentation tool and/or they use their
voices (auditory sense) alone without the use of
visual stimulation. Either approach makes us less
successful than we deserve to be. Would it not make
sense instead to utilize a strategy that not only
educates the prospect, but also allows us to keep
control, never letting the prospect out of our grasp
until we close the sale?
Once the sales person leads the prospect to their
website they’ve just handed over to the prospect the
key to control. They’ve given the prospect the very
ammunition (our URL) they seek (the “legal” excuse
to get out of the sales person’s grasp). In essence
this sales person has just empowered the prospect to
say, “Well let me think about it. I just want to
review your website again, there’s so much
information contained there I never knew about. I
just want to make sure.” Sound familiar? Another
callback, another lost sale. |
| Control
through the Toolbox |
The Agent Toolbox is downloaded onto a browser of a
single computer. This is vital because the prospect
cannot access your toolbox from the web. During the
closing sequence as the prospect’s defense mechanism
looks for a way out by asking for the URL you simply
say, “Unfortunately (name of prospect) there’s no
website I can give you. That’s because the list of
carriers you see is installed on my computer only.
However that’s why I’m here… to shop the marketplace
for you so you don’t have to. As you can see I will
ensure that you get the most (name of your product)
at the lowest price.” When the prospect tries to
escape the sales person’s closing grasp, the Toolbox
gives the agent an honest and legitimate response
that easily allows them to maintain control of the
sales situation. Furthermore, since prospects are in
the habit of escaping the close by getting the URL,
they are completely unprepared for your response,
astounded they cannot respond as strongly, usually
falling in line with the sale.
Conversely, agents
selling through websites have no such recourse,
instead they’re at the mercy of the prospect (since
they’ve given out their URL) which can jump ship at
any time (and they usually do) only to be found on
another passing ship (their competitor) sometime
later. |
| When
should you use your website during a presentation? |
Only
when the prospect asks to see it, however never
reveal your URL. One of the winning benefits of the
Agent Toolbox is that it includes a “Custom Button”
at no additional charge. This button contains
personal links of the agents choosing. Most agents opt to have
one link go to their website, so when the prospect
asks to see their site they simply click this link
within their custom button. Instantly their website
appears without exposing the URL (assuming they’ve
chosen that option on their browser).
This method
allows sales people to make many more one call close
sales; unlike their counterparts who have to keep
overcoming the self-inflicted, “Let me think about
it”. |
| What’s
the root cause for this objection: Let me think
about it? |
The
deep underlying root cause of, “Let me think about
it” goes back to our first Sales Premise, “In most
cases the prospect does not believe the sales person
just on their word alone, but in combination with
visual “proof”. Simply put most agents do not give
enough proof or evidence that convinces the prospect
that they are getting the best value for their
money.
All great sales trainers will tell you that a
vital key to imparting knowledge is getting people
focused on the “evidence” their training material,
i.e. learning without distraction. A great trainer
will never position a class facing the street (where
they can watch the cars go by); instead their
students are facing a wall with a blackboard. The
trainer controls the environment of the presentation
room so his “prospects” are focused without
distraction. |
| The
Toolbox focuses on evidence which convinces |
The
superiority of the Toolbox is that it gives the
salesperson (whether face to face or online through
web conferencing) a controlled sales room via the
computer without the distractions of a website.
The toolbox keeps the prospects attention
focused on ONE ESSENTIAL THING… visual proof that
the salesperson can shop the marketplace.
This
concentration of powerful evidence (seeing all your
carriers in an attractive symmetrical list) serves
as a laser beam that cuts through all fears and
etches unforgettably in the prospects sub-conscious
mind: “Look at all the choices this agent is
offering. Since he has shopped the marketplace I no
longer have to. I now have the proof I need; I'm
truly getting the best deal. Let's do it."
|
| The
Closing Saboteur: Website Presentations |
Sales people which do standard web presentations
unknowingly sabotage their closing success. This is
due to ignorance on the relationship between the
conscious and sub-conscious mind. 80% of what we do
is controlled by our sub-conscious mind. The moment
we bring a prospect to our website this allows their
mind to make a mental picture, even for a split
second, of the plethora of information that sends a
fatal message to the sub-conscious mind, “There’s so
much to learn… this is involved… I better continue
to do research and shop around so I don’t make a
mistake.” The snap shot of your website on the film
of your prospects mind will now be used against you
to hinder the closing process!
Many times the
prospect can’t seem to pull the trigger and they
don’t understand why. They like the sales person,
they like the product, it fits in their budget, yet
there’s something unseen which hinders pulling the
trigger. Out of self-protection it’s easier for the
prospect to give the patented response of, “Let me
think about it”, or “I will call you back” or “Let
me talk to my spouse first”. The reason? The mental
snapshot of extensive information upon the
sub-conscious mind authorizes the prospect to say NO
even to best designed product or plan. True you will close
some, but think how many you could close if you
introduced a philosophy which kept your prospect
focused on the one essential thing: Proof you shop. |
| A better
philosophy |
The best philosophy is “KISS” – Keep It Simple
Stupid. Herein lays the foundational thought of the
Agent Toolbox. The philosophy of “KISS” is well
known, but little used in this age of sophisticated
technology. The Agent Toolbox personifies this maxim
used by sales giants from the past. “KISS” is one of
the pioneer’s of sales thought and the bedrock upon
which many other sales principles evolved.
Instead of overloading, distracting and de-focusing
your prospects mind with a website the Agent Toolbox
allows the prospect to ONLY focus on the NAMES of
the carriers and one quote you’ve chosen. Instead of
permitting them to take mental snapshots of
unnecessary verbiage on a website they just see the
NAMES of the carriers and one quote. Instead of
showing them a picture of the family with Spot the
dog they just see the NAMES of the carriers and one
quote.
The big deception is that sales people think
that the prospect wants to see EVERYTHING. They
don’t!! Instead they only want the proof, “ARE YOU
GIVING ME ONE OF THE BEST DEALS IN THE MARKETPLACE”!
NOTHING MORE, NOTHING LESS!! IT’S CALLED “KISS”!!!
Instead of sticking with what works have we gotten
too sophisticated, while our prospects sub-conscious
mind hasn’t? Therein lies our problem. In all our
sophistication and infinite wisdom have we forgotten
the art of keeping it simple and as a result been
lulled to sleep by making it more elaborate, more
complicated than our prospects sub-conscious mind
allows? |
| Time is
money |
The adage “Time is Money” is never more true than
with the Agent Toolbox. The significance of it’s
time saving feature cannot be overstated. Although
each carrier button appears very simple to the
prospects mind, however in reality it isn’t so. As
explained earlier when the carriers name is clicked
all the managed folders relating to that carrier
spring open gracefully.
The salesperson saves much
time by no longer having to hunt for documents or
links on
their website, hard drive, desktop or favorites. The
design of having everything relating to a carrier at
your fingertips keeps your prospect in your
controlled sales room, without distraction, and at
the same time allows you to move at lighting speed
through the needed folders. |
| Agent
Toolbox leads to cross selling |
|
A by-product of using the Toolbox is the free sales
you will generate if you cross sell. For example, if
an agent sells mainly health insurance, but also has
a life carrier displayed. What do you think a
prospect may ask at times? “You also sell life
insurance?” Or if an agent sells mainly life
insurance, but also has an annuity button displayed,
again the same question will be asked. In essence,
the Toolbox gives you free advertising to cross sell
products you would have never sold without the
Toolbox. |
| Summing
it up |
|
The Agent Toolbox keeps it simple by emphasizing to
the sub-conscious mind the one constant focused
message… “Proof” that you can shop the marketplace
for the best deal. As a result, you’ll soon discover
that closing the sale on the first call becomes
easy. Additionally, by keeping control by not using
your website to sell you will not lose prospects to
the barrage of objections like “Let me think about
it” or “I have to talk to my spouse”. Also having
the ability to move quickly through the Toolbox
saves you time and money allowing you to please even
the most impatient prospect. Lastly, the Toolbox
serves as a billboard to advertise your other
products generating found money through cross
selling. |
| What’s
next? |
|
We believe it’s time to make one call closing easy.
To receive further information or to join the many
agents that have doubled their closing percentage in
one day
click here.
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