20-Day Training Guide for The System University

WEEK THREE – Learning to Close the Sale If you are unable to help a family make the decisions to secure the protection that pre- planning provides them, then nothing else’s matters .

This week, you are going to learn how to help your prospect make the decision to secure the protection and peace of mind gives them when they plan before a time of need. You will discover that no family will ever say no to the responsibility. However, many of them will say “N ot now. ” In more cases than not, this is simply a form of stalling or putting this discussion off, because it has to do with their death. Your job as a caring professional is to effectively manage past their objections and help them make a decision they are most likely never going to make with you.

DAY 11

__ Daily Drill Down __ Address any concerns or questions you may have from the day before __ TSU Free Video: “ I Forgot ”

__Role Play the C.R.I.S.P. referral method. If needed re-watch the System Short on C.R.I.S.P. __Role Play any objections to setting the appointment that may be giving you a challenge __ TSU Free Video: “ Seasonal Objections ” (System Short: Run Time 12:35) __ Discuss any concerns you have or areas you feel you need to improve your prospecting activities and outcomes. __TSU Classroom Video : “The Closing Process” __Discuss what you learned and/or what questions you may have regarding the closing process. __Counselor Online Library: “Managing Objections” __Role play the warm-up, transition to the PPO, and the PPO presentation. If needed re-watch the classroom video of the PPO Presentation – Part 2. __Live Prospectin g: Sales manager’s choice __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __ Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed Notes:_______________________________________________________________________________ _____________________________________________________________________________________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____

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