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The Art of Selling

The Art of Selling. NAT07_Leaders R0207. MKT0114. 1. Knowledge Products Industry Company . 2. Professionalism Appearance Voice/Speech Honesty/Integrity Empathy Self-Image . 3. Persuasion Sincerity Passion Eye Contact Own what you sell. Owners are closers.

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The Art of Selling

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  1. The Art of Selling NAT07_Leaders R0207 MKT0114

  2. 1. Knowledge • Products • Industry • Company

  3. 2. Professionalism • Appearance • Voice/Speech • Honesty/Integrity • Empathy • Self-Image

  4. 3. Persuasion • Sincerity • Passion • Eye Contact • Own what you sell. Owners are closers. • Customer must be the winner.

  5. 4. Listening • 80/20 Rule • Find Solutions • Assist prospect to make good “buying decisions”

  6. 5. The Right Approach • By Phone • In Person — “Walk and Talk” • 3 Foot Rule

  7. 6. Identifying Needs • Questioning • Present Situation • Affordability • Insurability • Probe • Find the Need • Diagnose • Recommend Solution

  8. 7. The Close • Know When to Hush • Ask for the Sale • Remind the Customer what he/she bought

  9. 8. After the Sale • Park and Call • Thank You Card — Agent

  10. 9. Resales and Sponsorships • Easiest Person to Sell is a Satisfied Customer • Ask for sponsorships — to those who buy and those who don’t. • Report back to source of sponsor • Send a gift for the referral or at least a “Thank You” • Referrals — Much easier to sell than a cold call • Excellent Service = More Referrals

  11. 10. How to Stay • Self Talk • Education • Motivation • Maintain Health

  12. 11. Bullets • Rapport — “They don’t care how much you know until they know how much you care.” • Relationships — More important than your product • Building Trust — Builds Business

  13. 12. The Realities of Selling • Today, more sellers than buyers • Today, selling is more complex • Today, selling requires greater preparation • Today, customers are more demanding • Continuous Prospecting — The Key

  14. 13. What Next • Decide path with LNL

  15. What is your Future with Liberty National? Agent Unit Manager in Training (UMIT) Unit Manager Branch Manager Director Field Vice President Vice President Senior Vice President President You decide how hard you want to work!

  16. 13. What Next • Decide path with LNL • Gut Check — are you determined?

  17. GRADUATION • You are now better prepared to sell! • GIT ER DONE!

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