Sharpen your sales skills
Brush up on the basics with the five-step sales process
We are pleased to present a variety of courses and training workshops to help you reach your full selling potential. First, begin with the basics and review the five-step sales process to brush up on the fundamentals.
1. Managing to Activity
Learn to better manage your time and set measurable, attainable and effective goals.
We can help you:
- Understand the relationship between activity and sales
- Identify necessary tasks to be included in your time management plan
- Identify potential obstacles that can interfere with achieving your goals
- Set production goals and create a plan to meet them
2. Generating Leads
There are many ways to generate leads and grow your business. We offer a comprehensive set of tools and resources that can help you keep your sales pipeline full all year:
- Group presentations are one of the top lead-generation methods in our industry
- Aftercare and referrals are must-do methods when it comes to generating leads
- Family follow-up – It’s a no-brainer to target your existing and former customers for potential leads
3. Appointment Setting
Success in appointment setting is a lot more likely when you’re prepared.
- Preparation – know what you want to convey to your prospective customer
- Gain attention – clearly state who you are and why you are calling
- Create interest – provide details about your potential meeting and be prepared to answer questions
- Set the appointment – confirm a date and time that all decision makers will be present
4. Presentations
Before you give a presentation to an individual or group, ask yourself a series of questions.
- Is your current use of seminars and group presentations effective?
- Are you getting in front of the right groups of people, such as Veterans?
- Are you tracking your results and thoughtfully considering how to improve your presentation skills?
These presentations can have a positive effect on your bottom line, but only if you take the time to plan, prepare and practice.
5. Objections
Objections are not necessarily rejections but a request for more information. One way to approach objections is with the AIRPA Response Model:
- Acknowledge – Let your client know you’ve heard their concerns
- Isolate – Identify the true concern (financial, timing, etc.)
- Recommit – Restate the concern in simple terms so everyone agrees on the issue at hand
- Problem solve – Provide a response to the concern
- Ask – Ask if your client wants to move forward or if they have more questions
