Agent Sales-Track Training The Litmus Test

Sales Track Review

Qualifying Questions, Tie-Downs, and Soft-Closing techniques are designed to

lead your prospect in a specific direction and to determine their level of commitment and desire

Sales Track Review

The objective is to get the prospect to commit to some degree now

to be able to tie them down in the sales process for closing later.

The Litmus Test

The purpose of the Litmus Test is to determine your prospect’s level of interest

and desire to get out of debt.

This will determine whether or not you continue with the process

or just “shake hands” and move on.

The Litmus Test

“So Mr./Mrs./Ms./Miss ___________, let’s say we are using a scale of 1-5,

okay? One represents something that has no importance to you whatsoever, and five represents something that is absolutely imperative. Okay, got it?

Betweem 1 ad 5 – how serious are you about getting out of debt”

Let Them Respond First

No matter how difficult it may be, remain silent and let them answer.

They might ask something like:

“What does five represent again?”

Answer and be silent again until they answer.

Negative Response

“Eh, I guess I’m about a one or a two.”

They are not ready for the information. Getting out of debt is not on their radar.

They don’t want to face their own situation. Their debt is already managed well.

They have no debt.

Do not go any further.

Move On

Move on with something like:

“If your situation ever changes and you would like to know more, feel free to reach

out to me.”

“If getting out of debt ever becomes more of a priority for you, I’d like the opportunity

to talk to you about that.”

A NO today is not always a NO tomorrow

People’s financial situations are always in flux.

Always keep the door open for future conversations.

Stay in contact with your prospects until they ask you not call anymore.

Positive Response

“I’m a solid three/four/five/six.”

Move on to the second question

of the Litmus Test.

Litmus Test – 2nd Question

“Great, so you say you are a four on that scale.

May I ask another question?

“Are you serious or are you just curious

about getting out of debt?”

Negative Response

“I am just curious.” Move on with something like:

“Maybe we can visit that some other time, when the timing is right for you.”

“We can revisit your situation when getting out of debt is more of a

priority for you.”

Positive Response

“I am totally serious.”

Move directly into the next step of Sales Track Process:

Setting Your Appointment in Stone

Never Convince

Individuals are ready for information when they are ready, not when you are.

Never try to convince a prospect.

Convincing is quite different from selling.

Next Week

Agent Sales Track Training

Setting Your Appointment in Stone: how to set appointments that stick

In Closing

Educate your prospect. Be direct and informative.

Be clear and concise.

Seek to serve your prospect’s needs before your own.

You will gain your prospect’s respect and trust. THAT is the key!

Agent Sales-Track Training The Litmus Test