1. Consultative Sales Process

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IronPoint Training Cycle
Vision
•Personal Goal
•Professional Goals
Planning
•Business Plan
•Sales/Marketing Plan
•Objective Setting
Activities
•Daily
•Weekly
•Monthly
Running Your Business
•Operational
•Financial
•Calendar
Grow
Your
Business!

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Welcome to Consultative Sales
 What should you get from this course?
 By the end of this course you should be familiar with the
consultative sales approach, gained new skills to assist in
understanding and communicating with your prospects,
addressed objection before they occur, and the ability to
differentiate benefits from product features. You will learn how to
improve your sales techniques through the use of rapport, and
effective use of the use of financial priorities sales tools

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The Sales Pipeline
Seeing enough people and saying the right things!
Centers of
Influence
Referrals
Direct Mail
Current
Clients
Cold
Calls
Face-to-
Face
Revenue
Contacts
Prospects
Appointments
Presentations
Sales
Impact of Improving the number of People
you Meet
Converstion
RatesSales Funnel
Lead Souces 100 150
Contacts 50 75 50.0%
Prospects 15 22.5 30.0%
Appointments 10 15 66.7%
Presentations 7.5 11.25 75.0%
Sales 3.75 5.6 50.0%
What if an Improved Sales Process Increased my Conversion Rate?
Sales Funnel
Quantity of
Leads
Original
Conversion Rates
Quantity of
Leads
Improved
Conversion
Rate
Lead Souces 150 150
Contacts 75 50% 83 55%
Prospects 22.5 30% 29 35%
Appointments 15 67% 21 71%
Presentations 11.25 75% 16 80%
Sales 5.6 50% 9.0 55%
What if an improved sales process could improve a simply 5pp in your
conversion?
61.%

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 The advantages to improving you sales skills:
 When you improve your sales skills, even a small amount, you
can improve you ability to convert a lead to a client.
 Small Increases in conversation ratio lead to big improvements in
sales.
 Decrease your Expenses!
 Leads cost money!
 Improving your sales skills will provide a better return (ROI) when
prospecting for leads (or paying for them).
Why Improve your Sales Skills?

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Improving Your Sales Skills
 What do I need to know to improve my sales
skills?
1. Understand the Components of the Sale
2. The reason why people choose
3. The way people learn
4. The way people communicate
5. Understanding of Social Styles
6. Ability to Identify Personality Types

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The Sales Components
 What are the components to the sale:
 Price – You don’t set the price, so you don’t have much control here. We do have
several product, however; and this should give you better pricing options.
 Product – Once again, not a lot of control. However, a deep understanding of your
products projects professionalism and gains confidence.
 People – This is where the agent has the most control. We must understand the
people we interact with to better relate to them.

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The reason people Choose
 What are the top reasons people choose their
insurance?
 Price – People generally don’t want to over pay.
 Coverage/Protection – The client wants to be confident
they have the proper protection for their assets.
 Service – A good service experience validates a person’s
selection.
 Relationship – With many consumers, a personal
relationship is desired. This cannot be faked.

9. Communicating with the Customer

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Learning Styles
Visual Auditory Kinesthetic
Key Words: SEE IT Key Words: HEAR IT Key Words: DO IT
•Think in color, size and shape
•Create diagrams of what they hear
•Run “movies” in their mind
•Prefer facts, details, clear vocal
presentation, and audio
•Pat attention to voice tone, energy,
pitch, and enthusiasm
•Play a recorder in their mind
•Prefer to touch things – “hand-on”
•Like groups and doing several things
at a time.
•Relive sensations and feelings.
Typical Phrases
•It’s not clear to me
•I’d like to see how
•I can’t get a picture of this
•Looks difficult
•He’s got blinders on
•Draw me a picture
•The idea is out of focus
•I need to see it
Typical Phrases
•Sounds good to me
•Listen! This is important
•Did you hear me?
•There is a lot of static
•Not on the same wave length
•Clear as a bell
•Tell me what you think
•Let me hear your ideas
•Lend me an ear
Typical Phrases
•Slipped though my fingers
•Hard to get a hold of
•Hammered home the point
•Life a dog with a bone
•Feels right to me
•I can’t put my hand on it
•My gut tells me
•Rein them in
Watch their EYES
•Generally look up while thinking
•May also defocus in blank stare
Watch their EYES
•Eyes tend to move side –to-side
(right-to-left) when thinking.
Watch their EYES
•Eyes will generally look down when
thinking.

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Social Styles
TaskOriented
Impatient or Brisk Pleasant
PeopleOriented
Peaceful, pleasant, Quiet, guarded,
TaskOriented
Argumentative Friendly, Exciting amiable restrained
Is to the point Talks about self, Cooperative, helpful Indirect, little small
Directs discussion tells stories may seen uncertain talk, is business like
Seems agitated Spirited, interested Seems relaxed and Distant, Analytical,
Interupts, gives facts in others slow, and explains Goes step-by-step
Ask for results, want Ask long questions, Asks "how to" questions Wants details, asks
to know what it will how will product, want to know about change "why" questons, but
do for him/her bring success? and support provided gives little information
Tell Ask
OR
Driver Expressive Amiable Analytical
How would you describe the
person you are dealing with?
How would you describe the
person you are dealing with?

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Communication is the key
Characteristics Driver Expressive Amiable Analytical
Key Behavior Controlling Energizing Supportive Systematic
Actions Under
Stress Autocratic Attacking Acquiescing Avoiding
Wants Results, control Involvement with others Safety, security Accuracy, order
Dosen't Like
Loss of Control, being
taken advantage of
Rejection, loss of
approval
Sudden change, loss of
security
Criticism of work, lak of
standards
Communication
Style Direct, forceful, assured
Enthusiastic, self-
promoting, warm
Patient, careful,
agreeable
Detailed, diligent,
restrained
Make effort to be Efficient Interesting Cooperative Accurate
Support Their Conclusions and actions Visions and Intuitions
Relationships and
feelings Priciples and thinking
Stress benefits that
answer
WHAT sholutions will do
for them
WHO else has used idea,
what they say
WHY solution is the best
and adds security
HOW problem is solved,
whis is logical
For decisions, give
them
Options and
probabilities
Testimonial and
incentive
Assurance and
guarantees Evidence and service
Sales approach
Stress results and
bottom line Stress appeal to people Stress support provided Stress track record
Follow up with Results Attention Support Service

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What Style is Your Prospect?
Guidelines for
Recognition
Tell-Oriented
Responses
Task-Oriented Responses
Ask-Oriented
Responses
People-Oriented Responses
•Emphasizes ideas by
changing voice tone
•Expressions are obvious
•Quick, clear, or fast-paced
•Makes statements more
often
•Restrained
•Actions controlled and/or cautious
•Wants facts or details
•Eyes appear attentive
•Limited Expression of personal feelings
•No storytelling or small talk
•Normally only shares about tasks.
•Animated, uses facial expressions
•Actions are open and eager
•Limited discussion of facts
•Friendly gaze, hand gestures are open
•Shares personal feelings
•Makes small talk and tells stories
•Seldom uses voice to
emphasize ideas
•Expressions and posture
are calm and non-intrusive
•Careful and deliberate
•Slow/careful speech
•Ask questions more than
make s statements
•Tends to lean backwards

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Monitoring & Listening Skills
 Monitoring
 Know Yourself
 Know the prospect
 Control Yourself
 Communicate the way the
prospect communicates
 Listening
 Show interest
 Focus attention
 Concentrate
 Express interest directly to
prospect
 Use phrases..
 “I understand..”
 “Tell Me More…”
 Don’t interrupt
 Ask open-ended questions.
Avoid “yes” or “no” questions
 Validate the prospect
 Check for understanding
 Restate your understanding
as needed.

15. The Consultative Sales Process and Tools

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The Consultative Sales Process
Set an
Appointment –
In person or
telephone
Establish
Rapport
Understand the
Prospect
Align
Product/Benefits
with Prospects
Needs
Prospect Asks
to Purchase

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Setting an Appointment
 Before you begin the process if setting an appointment,
remember…Selling = Helping!
6. Build Rapport
5. Fact Finding
4. What’s the Problem
3. Alternatives
2. Solutions
1.Close

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Why do People Choose?
 When making an initial connection with a
potential prospect, use the 4-Reasons people
choose to assist in getting to the next step.
 Price – For nearly all people, regardless of wealth, price is a key
reason to switch.
 Coverage – Many people haven’t revised coverage in a number
of years.
 Service – Sell your service. What do you do different!
 Relationship – Begin cultivating a relationship, maybe use
testimonial.

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Positioning Statement
 This is your 30 second commercial about you, your
agency, and IronPoint Insurance
 Why should they choose IronPoint Insurance?
 Why should the choose your agency?
 Why should they choose your products/brands?
 Why should
 This explains, in a meaningful way, how you do business
and how you can help them build and protect their
assets.

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 Needs based consultation
 Review based on consumer indicated areas
of concern.
 Financial assessment for risk, and financial
products.
 Information on assets exposed
 Illustrate “protection” with “Fortifications”
article.
Consultative – Value Added Sales