LEGACY TRAINING

Value-based Selling

The Selling Process

Mastering the Closing Strategy

Important:

• Confidence comes from knowledge and preparation. When you know that you know, knowledge
gives power. Confidence also comes when you get some victories under your belt. Remember,
your clients and prospects read you in an instant, communication is 93 % unconscious. Are you
projecting a confident image? More importantly, do you know that you know in your area of
service?

• Remember, you’re paid for not knowing the answers. You’re paid for knowing the questions. Be
known not for the solutions you give, but the problems you solve.

• Positive Self-Expectancy is essential in closing. Remember, you get what you expect.

• Attitude is definitely a necessity for a positive outcome. Be aware of your thinking.

• Your ability to persuade (Being Persuasive) is a key component in closing. The producers are
persuasive and the mediocre producers are not. It’s that simple. Remember, you can connect with
people and lead them only if you value them. Your beliefs and convictions about what you do,
your focus on truly helping the prospect and your client, your confidence in yourself and your
competence, being an ‘authority’ in your specialisation, your sincerity, etc, all these will add up to
your persuasiveness.

• Good sales people who get results are balanced. They can be ‘soft’, yet be ‘firm’ when it’s
necessary. They are sensitive and considerate, yet brave and courageous. At the end of the day,
your ability to get your prospects to be very clear about what they want, and what their future is to
be and giving them the courage and confidence to do what they know they have to do is really
what that counts in order to close.

• A good presentation system is a must in order to be persuasive and to close.

• Successful closers do not give up after failing to close on the first or second attempt. They believe
in what they do and know that they are helping the prospect in solving their problems. They
exercise perseverance in going for the close. They dared to tell their prospects that they can be
talking until the cow comes home, but unless the prospect has his or her name on a policy, the
good plan that was just discussed means nothing to him/her. The closing actions are strong.

• It is your job to close. Remember that in order for the sale to be made, the prospect must like you,
they must trust you, they have to be shown an owner benefit and finally they must be Assisted to
buy. They do not buy on their own!

• Any hesitation, holding back, timidity and vagueness can only jeopardise the closing.

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LEGACY TRAINING

The Strategy:

1. Summarise O.B. (Statements)

2. Final Look
• Keep quiet (Silence requires confidence & practice)
• Look out for positive buying signs

“Would you take a final look & see if there are any questions you have that I haven’t already
answered.”

3. Strategic Move
• Attitude- The sale must be closed; it seldom closes itself.

“How do you like the plan?”

“Which would best fit your present financial situation?”
“I would like to recommend that…..”

4. Prospect’s Idea- Minor Decisions

• Attitude- Assume that prospect understand importance and is going to buy now.
• Confidence

“Would you prefer to pay annually or monthly mode?”

“Would you prefer to pay by cash or cheque?”

5. Proposal with cheque

• Done in a very ‘matter-of-fact’ manner
• Prospects/ clients are always please when serve by a true professional (smooth, no stress
& hiccups)

“In order to qualify for the plan, you would need to pass a medical exam. Is there any
reason why you would not be able to qualify for the plan 1st class?”
“When would you be available for the medical exam?”
“Could you fill up the medical questionnaire, and your personal particulars?”
“Can I have your IC please?”
“I need you to make a cheque of $500 make payable to __________”

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Concluding Remarks:

Successful Closers
• Stay alert
• Pay attention
• Master the closing strategy; a system & planned strategy, mastered through practice.

Prospects are people.

Selling is 98% understanding human beings, 2% product knowledge.
Human beings are 85% emotional & 15% logical.
You can only move people to action only if you touch their emotion.
People buy people, people don’t buy policies.

Logic and facts convince.

Emotion will lead to action.
Prospects need to be motivated to decide to act. After the decision, when the sales person is gone, they
need logic to understand why they need to keep the policy.

Key words in selling and in closing:

Confidence, Expectancy, Enthusiasm, Optimism, Excitement, Passion, Conviction.

Our focus should be to build Clients (Relationships), not sell policies!

Question to ask yourself: “Can you be ‘fake’?”
Remember, if I trick you once it is my fault. If I trick you twice, it is yours!
This applies to your relationships with your clients and prospects too.

The Closing Strategy is a system. Just as in every other aspects of the selling process, every component
should be reduced to a system eg. Presentation system, record keeping system, referral system, etc. Once a
process is reduced to a system, what is left is the mastery of it. Once mastered, it becomes part of you and
your selling style. You will become a powerful selling “machine”. You just need to be with the people and
the rest is automatic, natural, easy, at the sub-conscious level of your actions. This becomes your life;
building relationships and influencing others in their financial planning, for their benefit. You have built a
great life while building a business practice. You make a life, not just a living.

But mastery of any system takes work. You must pay the price to get it into yourself. It is your duty and
responsibility as a professional sales person. Nobody else can do it for you! Remember, no planet, nation,
team or individual can become great without sacrifice. This is a small sacrifice when compared to the
results, satisfaction, and joy that you would derived from the success, recognition, income, lifestyle and
other rewards that would be realised. Decide to master it today!

Attach: “Powerful expressions” from Kinder Brothers

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