Re-engineering the Interview

1. Re-engineering the Interview The next time that you meet with a bona fide qualified prospect what will you sell?

2. Re-engineering the Interview The next time that you meet with a bona fide qualified prospect what will you sell? The answer that I am looking for is not, “that depends”

3. The Answer from On the Shoulders of Giants Selling: The Relationship Trust and Confidence Their Process

4. One Trick Ponies?Average Increase in Annual Sales Revenue Among High-End Advisor, by Advisor Segment Source: VIP Forum 2002

5. Rewriting the Typical SalesModel Introduce our Solution Which will lead to a discussion of their Problems (advisors and or clients) Giving us the ability to have an In-depth Interaction That if all goes well will lead to Transaction

6. Do you believe that purchasing decisions are emotional or logical? When you don’t get the business what usually happens? (who are your competitors?)

7. The Ultimate Mental Decision Balance

8. The Ultimate Mental Decision Balance Your Mental Behavioral Systems Behavioral Activation Behavioral Inhibition For Internal Use Only—Not for Use with the Public August 2007

9. Who is your biggest competition? If people choose not to do business with you what are their options? They can do it themselves They can do business with someone else They can do NOTHING!--- Is it the status quo that wins most often when you lose? For Internal Use Only—Not for Use with the Public August 2007

10. If your goal is to get money in motion---what is your best tool to get the motion starting?

11. If your goal is to get money in motion---what is your best tool to get the motion starting? To get the money “in motion” you must understand and be able to relate to the client’s Emotions!

12. Seduction of the Left Side of the Brain

13. Seduction of the Left Side of the Brain Ibbotson Charts Hypothetical Illustrations Asset Allocation Quilts Monte Carlo Analysis

14. Introducing the Conversational Stack What would have to happen… What would it mean to you? What would you be doing differently? What would it be worth to you?

15. Getting to the Gap Client says they want higher returns and less risk What do we now know?

16. The Answers behind the Answers Get beyond the reflex response to the emotion that is really driving the behavior You have to get them to open the floodgates

17. Cobb’s First Theorem of Sales Success A Salesperson’s Closing Ratio is Directly Related to the Percentage of the conversation controlled by the prospective client

18. Stacking your Responses What would have to happen… What would it mean to you? What would you be doing differently? Ultimately, What would that mean? What would that be worth to you?

19. 7 Steps to Closing more sales faster Understand the Gap Between where they are and where the want to be. What in your life… On a scale of 1 to 10… If you had a realistic magic wand… The Ultimate Recipe Elicitation…

20. Clearly Recognize how they define their outcomes Risk, Safety, good returns, retire early, retire comfortably, pay less taxes all mean different things to different people. Make sure that you understand and can quantify what it means to your clients and prospects.

21. Identify what will potentially improve when they close the gap What will they do? Who will they do it with? What will it mean to their peace of mind about money, work, relationship with others? Cause them to successfully imagine enjoying the potential benefits of taking action

22. Position them to take action Now that you know (and sometimes more importantly, so do they) where they want to be, is there anything that has to take place before they take action?

23. Building a Benefits Bridge The Majority of sales people focus most of their time and energy on their solutions focusing on the features of their offering. Champion sales people focus on the client’s problems issues and concerns and how the benefits of their offering might help solve the clients problems issues and concerns

24. Intertwine your Solution with the Client’s Ultimate Outcome The decision to implement is easier to make if the client understands you have made the recommendation based on their long term goals and objectives; risk tolerances, and time horizons

25. Position yourself for future business You can choose to make the moment when you drop the ticket…the moment that you have closed the sale Or The moment that you begin the relationship

26. Closing More Sales Faster Once you have identified a true outcome GRIP it G The gap between where they are and where they want to be R Recognize how they define it I Identify what will change when it closes P Personal Decision making Process

27. The Ultimate Sales Presentation R-Relate the Benefits vs. the costs and risks of your Solution to the closing of the GAP I-Intertwine their outcome with the implementation of your recommendation P-Position them for Future Sales (The 90 Day Dazzle)

28. Additional Resources Building the Ultimate Bank Advisor Book and Audio Unleashed the Seven Magical Steps to the Ultimate Referral 90 Day Dazzle Ultimate Bank Advisor Master Class Home Study Course