New York life Flashcards
(23 cards)
What do Objectives do?
Guide you towards a deserved outcome
What do objectives help you determine
If you were successful in the interaction
What are the best objectives?
Specific Appropriate and Measurable
What does Specific mean?
Describe exactly what you want to accomplish
Appropriate
Identify the right objective based on where you are in the sales process
Measurable
Describe quantifiable you have accomplished your objective
What must a strong objective have
It must be strong effective and objective and be specific appropriate and measurable
How should you open
With confidence
How should you introduce yourself
Firm Shake hands make eye contact smile.
Show genuine enthusiasm for repressing New York life and the oppurrtunity to help them
Build rapport and make a connection
What do you need to plan for the opening
Objectives and a legitimate purpose statement
What does an LPS do and contain
An LPS defines for the prospect what will be accomplished in the meeting and what is in it for them
Purpose
What will be accomplished in the interaction part of the LPS
Legitimate
Clear benefits to the prospect
What needs to be done after you deliver the LPS
That he or she agrees with the process
Once you have delivered the LPS what do you need to do
That he agrees with the process. A concise close ended question works well to confirm
What does the LPS do?
It enables you to confirm with the prospect that he or she agrees with the process.it also aids into smoothly transitioning into asking questions and discovering needs
What should be used as the LPS
A concise closed ended question works well to confirm
What are other things you may want to get from an appointment
Information you want to know
Feedback you want to get
Questions you want to ask
What type of LPS should be used for the appointment
A unique one for each appointment
Example of Opening
I’m this hour we have together, i would like to take some time to discuss options aimed at addressing any needs or goals you may have concerning you and your family?
Does that sound okay with you?
Discovering
For our time together today, I would like to ask you some questions around your goals and needs for retirement so that together we can best determine what solutions work best for your specific situation. How does that sound to you?
Presenting
During this appointment with you, I would like to present a solution focused on helping you reach the financial goals you have shared with me. Does this meet your expectations for this appointment?
Closing
For this time we have together this morning, I would like to go over the policy and answer questions you may have. Does that work for you?
