Agent Sales-Track TrainingPersonal or Borrowed Story

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.

Personal or Borrowed Story

I want to be very clear there is nothing more powerful to a prospective client or agent than a

compelling Personal or Borrowed Story.

While the numbers really detail the impact of their financial decisions,

nothing speaks to a prospect like a story.

Facts Tell – Stories Sell

A good story - a compelling story, a story of success - is always remembered.

People may forget the concepts and information shown in a PowerPoint,

analysis or demonstration of the product, but no one forgets a compelling story.

Personal Story

“I was scheduled to pay back over $465,000 in total debt and interest over a 28 year period, but by qualifying for a very

powerful program, I will save over $170,000.00 of total interest, and all my

debts will be paid in full in 9.3 years. Would you like to see if you qualify

for the same program?”

Personal Story

“I was scheduled to pay back over $258,000 in total debt over a 28.5 year

period. But by qualifying for a very powerful program I am scheduled to save over $165,000 of total interest, and I will be debt-free in 9.3 years.

Does that sound like something that would interest you?”

I Don’t Have Any Debt

“I don’t have any debt. I was told by you that if I don’t have debt, I

don’t need to purchase the Worth Account. How do I develop a compelling

personal story?”

The answer is quite easy:

BORROW ONE

Borrowed Story

“I have a friend who qualified for a very powerful program. She was scheduled to pay back over $465,000 in total debt and

interest over a 28 year period, but by qualifying this award winning program, she will save over $170,000.00 of total

interest, and will be debt free in 9.3 years. Would you like to see if you

qualify for the same program?”

Borrowed Story

“A friend/client of mine was scheduled to pay back over $258,000 in total debt over 28.5

years. But by qualifying for an award winning program they are scheduled to save

over $165,000 of total interest, and will be debt-free in 9.3 years.

Does that sound like something that would interest you?”

Develop a Good Story

Stay in touch with past clients who purchased.

Use analysis results you have run for other people

Use analysis results from other team members.

Ask Probing Questions

How has their experience with training and Client Support has been?

When are they scheduled to pay off debts now?

How much interest are they currently on schedule to eliminate, or how much will they be saving?

Ask Probing Questions

Have they made any changes in their spending habits to improve the forecast of the Worth Account?

Have they had the opportunity to use the emergency fund or True Cost features of the Worth Account?

What aspects of the Worth Account do they like best?

Fortune in the Follow-up

There is a world of information you can glean from your past clients in helping you develop

a compelling story.

Fortune in the Follow-up

Keeping in touch with your clients helps you stay on the pulse of the results of this

powerful program. It can also supply you with

unending referrals. Referrals are your most efficient way to

connect with new prospects.

In Closing

Our next lesson will be“The Litmus Test”

Until then,Stay Positive

Stay Focused Have Fun

Trust Your Training

In Closing

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.

In Closing

Educate your client. Be direct and informative.

Be clear and concise.

Seek to serve your clients needs before your own.

You will gain your prospect’s respect and trust.

That is the key to closing.

Agent Sales-Track TrainingPersonal or Borrowed Story