Upcoming Events

1. Upcoming Events • Wednesday, October 25th – 5:30 p.m. COB 353 • Arthur J. Gallagher Risk Management “Meet the Firm” • Saturday, October 28th – Tailgate Event • Wells Fargo Financial & Professional Sales Institute • ISU vs. Youngstown State 1:30 p.m. kick-off • Wednesday, Nov. 1st – PSI Speaker Series • 6:00 p.m. COB 357 (co-sponsor Delta Sigma Pi) • Tuesday, Nov. 14th – PSI Speaker Series • 7:00 p.m. COB 366 (co-sponsor Pi Sigma Epsilon)

2. Initiating Relationships: Pre-Call Planning & Approach PLANNING: • Generate Prospect Profile • Identify Potential Problems & Needs • Develop A Customer Benefit Plan • Relevant & High Potential FABs • Bring the Benefits to Life – translate into REALITY • Establish Objectives (short-term and longer-term) MAKING THE CONTACT: • Importance of Attitudes, State of Mind, and Moods • Critical First Impressions TWO KEY PHASES: • Rapport-building, Breaking the Ice • Bridging with a Business Transition/Proposition

3. The Selling Process: Planning the Presentation • Selling Approaches • Stimulus Response • Mental States • Need Satisfaction • Problem Solving, Consultative • Sales Mix Model (Figure 6.3 – p. 172) • Presentation pace • Presentation scope • Depth of inquiry (Use of ADAPT sequence) • Two-way communication • Visual aids

4. Communication At Work:The Sales Presentation Talk Time Model 100% A D Relative amount of time salesperson talks A Talk Time P NEED ASSESSMENT T S F NEED CONFIRMATION E A Relative amount of time buyer talks L B NEED SATISFACTION L 0% C L O S E L A A R C

5. Developing the Relationship:The Sales Presentation and Gaining Commitment • Selecting the Appropriate Offering • Planning the Proposal & Presentation • Customizing the Presentation • Linking Solutions to Needs with SELL (FAB) • Anticipating & Negotiating Concerns • Summarizing Solutions to Confirm Benefits • Securing Commitment

6. Select, describe, link feature Explain what the feature does Lead into the benefit Let the customer talk The SELL Sequence Model(FAB) S E L L Use Response Checks!

7. Response Checks:A Key to Gaining Commitment • “How does this sound to you?” • “Is this something that would be valuable to you?” • “Wouldn’t that achieve your goals we discussed?” • “Don’t you agree?” • “Doesn’t that make sense for you?”

8. FAB - Putting it all TogetherThe SELL Sequence • One of the problems you have that we recently discussed is your high energy bill. (need connection) • This air conditioner has a high energy-efficiency rating (feature) which will result in a 10 percent savings on your energy costs (benefit) because it actually uses 10 percent less energy than older models (advantage). • Wouldn’t it be nice to actually reduce energy costs these days? (checking question)

9. FAB - Putting it all TogetherThe SELL Sequence • Earlier, you confirmed that you really need to reduce cooking time so you can reduce customer waiting time. And this would also allow you to serve more customers per day. (need connection) • This cookware is stainless steel with an aluminum core (feature). This type of construction distributes heat 20% faster and more evenly than conventional materials (advantage), which means that you will be able to serve your customers about 5 minutes sooner and with better tasting food (benefit). • Wouldn’t that be great! (checking question)

10. SELL Sequence • In-Class Activity

11. Presentation Tools and Tips • Capture prospective buyer’s attention • Generate interest in the recommended solution • Make presentations more persuasive • Increase the buyer’s participation and involvement • Provide the opportunity for collaborationand two-way communication • Match the buyer communication style!

12. “In January, our agency was rated one of the top 10 service-quality agencies by the PIIAI. Sales Aids: Proof Providers • Statistics • Testimonials • Case Histories Develop “Site Sellers” or Portfolios

13. Sales Aids: Visual Aids • Product Examples • Printed Materials • Photographs & Illustrations • Graphs & Charts

14. Sales Aids: Verbal Support • Storytelling • Examples and Anecdotes • Comparisons, Analogies, Metaphors

15. Creative Verbal Support vs.Facts and Figures • Context (Personal Relevance) • The Big Picture • Humor • Mental Images • Emotional Connection • Rapport and Trust

16. Verbal Support - AnalogyChoosing Me to Manage Your Insurance Think about seed corn. There is no questioning the potential of the seed if planted and nourished correctly. The real question is “do you believe the farmer knows how?” Your insurance program is the same. There is no questioning the potential of a proper insurance program for you. The question is “do you believe I am the best one to design and manage that program?”

17. Verbal Support – MetaphorTaking a Long-Term View of Personal Insurance The Pyramids were built to protect family treasures and to stand the test of time. That is the approach I recommend for your personal insurance – choose an agent and policies that will build a Personal Pyramid to protect you and your family now and that will be here to grow and change with you for the long term.

18. Verbal Support - AnalogyFixed vs. Equity Investing Fixed investing is like buying a “Twinkie” – you know exactly what you are going to get and all Twinkies are the same. Equity investing is like making a cake – you buy good ingredients, follow the directions, and bake it at the right temperature for the right amount of time. It takes more time and effort but the result is more rewarding. Dennis Zahrbock 2002 MDRT Proceedings

19. Verbal Support - StorytellingThe Reality of Life and Death Let me share an experience… …Florence is doing very well. She and Eddie had planned for this time. Richard C. Murphy 2000 MDRT Proceedings