Bootcamp

Question 1

The learning process _________ _________.

Answer 1

Never stops

Question 2

When you have a program that is _____ ______ for people, it’s your _____________ to share it with them. Primerica’s programs will make you a ______ to both existing and new clients and recruits.

Answer 2

Truly good

Obligation

Hero

Question 3

3. Your first goal when you meet people is to help them to ______ you, -______ you, and want to ________ to you.

Answer 3

Like

Trust

Listen

Question 4

4. Be _______-_______. Learn the buzz words of your clients industries.

Answer 4

Multi-lingual

Question 5

5. _______ _________—This includes repeating phrases such as your positive glamour words so often that they become ____________ and this negative.

______ ________—Interjecting a sound or word when trying to gather your thoughts.

Answer 5

Hobby Horses

Redundant

Seal talk

Question 6

6. Primerica Greatness comes to those who Master the Fundamentals.

A. ________ _________

They must perceive me as an extremely __________ expert advisor as soon as possible.

Answer 6

Product knowledge

Competent

Question 7

6. Primerica Greatness comes to those who Master the Fundamentals.

B.__________ ________

1. _________
2. _________ _________
3. ___________
4. ___________
5. ___________ ___________
6. _______ ___ _______
7. _______ _______ ________

Answer 7

B. People skills

1. Prospecting
2. Original contact
3. Qualification
4. Presentation
5. Addressing concerns
6. Closing the sale
7. Getting quality introductions

Question 8

6. Primerica Greatness comes to those who Master the Fundamentals.

A__________
E___________
D__________
And G_____

Answer 8

Attitude
Enthusiasm
Discipline
Goals

Question 9

7. Your main objective in a presentation is to __________, ___________, and have ____. You also must develop and present a message of hope for the future.

Answer 9

Educate

Motivate

Fun

Question 10

8. No one buys _______. They buy _________, then defend their decisions __________.

Answer 10

Logically

Emotionally

Logically

Question 11

9. The main emotion we must control is the potential clients _____. Fear causes them to reflexively say “No”

Answer 11

Fear

Question 12

10. Contract

Answer 12

Agreement

Paperwork

Form

Application

Question 13

11. Cost or Price

Answer 13

Total amount

Question 14

12. Start up cost

Answer 14

Initial amount

Question 15

13. Monthly payment

Answer 15

Monthly amount

Question 16

14. Sell or Sold

Answer 16

Get them involved

Question 17

15. Sign

Answer 17

Ok

Approve

Authorize

Endorse

Question 18

16. Deal

Answer 18

Opportunity

Question 19

Objections

Answer 19

Concerns

Areas of concerns

Question 20

18. Problems

Answer 20

Challenges

Question 21

Appointment

Answer 21

Visit

Pop by and visit

Question 22

20. Remember the #1 topics people like to talk about are ______a and their
    ______. _______.

Answer 22

Themselves

Loved ones

Question 23

21. It’s my job to _________ and ______ ___ _________ as to which program is best for them.

Every answer must confirm the fact that they are _____ ______.

If my tactics are sound , they can’t _____me.

The ______ the words the better if you want to close lots of sales. Beware of anything that lengthens your presentation.

Answer 23

Qualify

Make the decision

2. Going ahead
3. Fight
4. Fewer

Question 24

22. I must stay within my _____ ________.

Answer 24

Time limits

Question 25

23. Why we ask questions: 1. To _____ ________of the conversation 2. To _________ ______ ________ 3. To receive ______ ______________. 4. To arouse and control ____________. 5 to uncover ________ ______[__

Answer 25

1. Gain control 2. Isolate areas of concerns 3. Minor agreements 4. Emotions 5. Hidden fears

Question 26

24. _____-_______—A question at the end of a sentence that demands a ‘Yes’ a. John and Mary , resolving debt issues and Saving money for the future just makes sense, _____ ___? b. You’re open to looking at a way to generate additional income for your family, _____ ____?

Answer 26

Tie-Down a. Doesn’t it? b. Aren’t you?

Question 27

25. _________ ___ _______—A question with two answers. Either answer is a minor agreement leading toward the major decision. Best used for 1)time of appointment 2) location to meet and 3)start up date. a. I’m available to meet with you tonight at 6pm or would tomorrow at 8pm be better? B. John and Mary, based on your monthly shortfall, which would you prefer—to drastically reduce your financial goals and dreams or possibly explore a way to earn increased income?

Answer 27

Alternate of Choice

Question 28

26. _________—A question the clients must ask themselves after they get involved. It mentally throws them into the future snd admssumes ownership.

Answer 28

Program: Based on how much our program will give you to enjoy in retirement, Mary, what are some of the things you look forward to doing? Recruit: John and Mary, once we review all your data and see what options make the most sense for your particular situation, if the only thing missing is enough income to achieve your goals, would you be open to look g st something part-time to potentially increase your income?

Question 29

27. Porcupine—-answering the right question with a question and then with their response, moving on to the paperwork or to your tablet

Answer 29

Client: How long does the analysis take? You: John, we’re rather FLEXIBLE. About how much time could you and Matt invest in analyzing how to achieve your financial goals? Client: how much time do you need to commit? You: we have both part time and full time opportunities, John. How much time do you think you could invest to begin building your own business?

Question 30

28. When you ask the right questions, potential clients and recruits will tell you exactly what they want to own. You listen for their ____, their _____, their_____, and their ___________. Make notes (either mental or in writing) of those pain points. You will refer to them when you explain how your program and opportunity resolve those issues.

Answer 30

Pains Needs Wants Desires

Question 31

29. Four keys to closing sooner Will help you quickly lower sales resistance and increase sales acceptance

Answer 31

Trust. I feel no trust Need. I feel no need Help. I don’t need help Hurry. I feel no hurry

Question 32

30. What is it?

Answer 32

In a nutshell. What I’ll do is help you and Mary developed a plan to accomplish any and all of your financial goals. So what I’d like to do is set a time to get together with you and Mary share the same information I shared with Bill and Susan. I’m available tonight at 8pm or tomorrow evening at 6pm. Which would be better for you and Mary?

Question 33

31. I want to think it over If you have done everything previously taught, this should only be a _______. The reason this stall eliminates closed sales is that it’s almost like a _______.

Answer 33

STALL GHOST That’s fine John. Obviously, you wouldn’t take your time thinking this over unless you were seriously interested, would you? If so, may I assumed will give it very careful consideration? Just to clarify my thinking, but phase of this opportunity do you want to think over, Is that the quality of the service all renter? Is it something I have forgotten to cover? Seriously, please level with me, could it be the money?

Question 34

32. Get them to the _________ _________.

Answer 34

Kitchen table John and Mary May I ask your favor? I want to do a good job of sharing information with you tonight. We find it works best if we are seated at kitchen table. You wouldn’t Mind if we sat there, would you?

Question 35

33. Match their _____ and _____ of speech for ___ seconds. Step 7 Search for _______ _______. When appropriate, use light humor. If they laugh at something funny, it’s a form of acceptance Step 8. Give a _________ _________.

Answer 35

Speed Volume 90 seconds Common ground Sincere complement

Question 36

34. Create, learn, and use a comfortable get down to business statement

Answer 36

Let me begin by thanking you for the time to share. I hope you can consider this meeting somewhat exploratory, meaning my job tonight as a Primerica representative is to show you our dynamic company and how we are helping millions of families work on reducing debt and reaching their long term goals for financial independence.

Question 37

34. Use an ________ ________ it’s a statement designed to ________ ____ ______ for your meeting so your future client knows what’s about to take place. You also need to let them know it’s ok to say “no” in order to relieve any pressure they may be feeling. “ john and Mary, if you don’t mind, let me explain how we’ll proceed tonight. First, I’ll tell you a little bit about Primerica. Then, in order to direct our attention specifically to your needs. I’ll ask you some questions. Next, I’ll show you how our program addresses your specific needs and then cover the money aspects so you will feel comfortable before making any decisions.

Answer 37

Intent statements Introduce the agenda

Question 38

35. Also, please realize neither Primerica nor I believe in ____-______ ______. And, we realize our program is ____ ____ ___________. It may or may not be right for you. I just hope you’ll _____ ___ _____ _______ and at the end of your time together you’ll tell me if you think one of our programs is right for you. Does that sound okay to you?

Answer 38

High pressure tactics Not for everyone Keep an open mind