Our Trustworthy Selling Modules

After This Module, Your Sales Professionals Will:

Engage consumers on their terms; think like the consumer and feel like the consumer.

With Trustworthy Selling knowledge and skills, they can:

• Stimulate interest and break the preoccupation of the prospect
• Use specific language shown to influence trust
• Understand the human tendency toward procrastination and help prospects act on their intentions

Learner Outcomes and Experiences – What expectations can you have of your sales professionals after they attend this training.

• Recognize the connections among six emotional drivers, that are the basis of all human motivation and the products and services offered in our industry and how they can meet their motivational needs.
• Develop language that motivates consumers to move past fear and procrastination, using real words for real people to gain understanding.

Activities and Exercises – the development of critical thinking skills and the building of confidence happens through experiential learning activities.  Our activities and exercises are designed to help prepare your sales professionals to apply their knowledge in real world situations and support their career success.

• Addressing the Six Emotional Drivers
• Real Words for Real People

Module Run Time: 1 hour, 59 minutes

After This Module, Your Sales Professionals Will:

Become aware of their own unique selling style and can adapt to different personality types and situations they will encounter in financial sales situations.

With Trustworthy Selling knowledge and skills, they can:

• Adapt to the primary communication or behavioral styles of their prospects and clients.
• Reduce relationship tension early in the process.
• Create more meaningful connections.

Learner Outcomes and Experiences – What expectations can you have of your sales professionals after they attend this training.

• Gain an in-depth understanding of your own style by completing and reviewing their customized Personality Styles Profile (PSP) assessment – our industry validated selling styles assessment.
• Apply methods of adapting your own sales style to the style of your prospect or client through language and techniques.

Activities and Exercises – the development of critical thinking skills and the building of confidence happens through experiential learning activities.  Our activities and exercises are designed to help prepare your sales professionals to apply their knowledge in real world situations and support their career success.

• What’s My Style?
• Adapting Your Style - Case Study

Module Run Time:  1 hour, 46 minutes

After This Module, Your Sales Professionals Will:

Employ a favorable introductory approach to prospecting and business development opportunities.

With Trustworthy Selling knowledge and skills, they can:

• Communicate and demonstrate their belief in themselves and what they do for others.
• Elevate their reputation for integrity, dependability, and benevolence.
• Free people to get to know them in a non-selling environment.
• Reduce tension early in the process as the referred lead is likely to have a positive opinion about them.

Learner Outcomes and Experiences – What expectations can you have of your sales professionals after they attend this training.

• Capitalize on the opportunity that exists in the life insurance and retirement markets.
• Examine the primary reasons for prospecting failure as well as the strategic and psychological aspects of business development.
• Implement field-tested techniques and tools utilized by top producers in the industry for business development purposes.
• Internalize and adapt field-tested prospecting language as well as language for overcoming the most common prospecting objections.

Activities and Exercises – the development of critical thinking skills and the building of confidence happens through experiential learning activities.  Our activities and exercises are designed to help prepare your sales professionals to apply their knowledge in real world situations and support their career success.

• The Facts of Life and Retirement – utilizing marketing intel to identify business opportunities
• Business Development Self-Analysis
• Ideal Client Profile
• Creating Your Defining Identity Statement
• Nesting Mind Map
• Obtaining Favorable Introductions Language Role-Play
• Overcoming Objections to Favorable Introductions “Lay-Up Drill”
• Putting it All Together Role-Play

Module Run Time: 5 hours, 39 minutes

After This Module, Your Sales Professionals Will:

Be able to build bridges to the consumer experience as they initiate new relationships with prospects.

With Trustworthy Selling knowledge and skills, they are able to:

• Make a better connection with prospects using Trustworthy Active Listening skills and the language of trust.
• Confidently focus on caring rather than credentials.
• Establish rapport and motivate the consumer to advance in the sales process.

Learner Outcomes and Experiences – What expectations can you have of your sales professionals after they attend this training.

• Utilize Trustworthy Active Listening skills to deepen the relationship, break preoccupation, and help prospects to share more freely.
• Develop the skills needed to engage effectively on the telephone and face to face.

Activities and Exercises – the development of critical thinking skills and the building of confidence happens through experiential learning activities.  Our activities and exercises are designed to help prepare your sales professionals to apply their knowledge in real world situations and support their career success.

• Active Listening Skills Assessment
• Nonverbal Clues
• Telephone Objection Handling
• Top 10 Rapport Killers
• The Language of Trust

Module Run Time: 3 hours, 53 minutes, OR, 2 hours, 44 minutes without optional content

After This Module, Your Sales Professionals Will:

Differentiate themselves by engaging in courageous, caring conversations with their clients to help align their actions with their intentions.

With Trustworthy Selling knowledge and skills, they are able to:

• Bring value to the prospect early in the process through spot-on questioning and effective listening, paving the way for a successful close.
• Gain a deep understanding of their prospects by uncovering needs and desires that may not be visible on the surface.
• Build their credibility, strengthen the client’s perception of their competence, and demonstrate their benevolence through deep and meaningful dialogue that many other sales representatives avoid.
• Reinforce that what they recommend is based on a full understanding of what’s in the client’s own best interests.

Learner Outcomes and Experiences – What expectations can you have of your sales professionals after they attend this training.

• Master the art of questioning while equipping participants with the RPM Questioning model designed to align actions with intentions.
• Engage in courageous, caring conversations through magnification questions, while testing for alignment during the process.

Activities and Exercises – the development of critical thinking skills and the building of confidence happens through experiential learning activities.  Our activities and exercises are designed to help prepare your sales professionals to apply their knowledge in real world situations and support their career success.

• RPM Method Questioning Card Sort
• Discovery Document RPM Questions Review/Sharing Effective RPM Questions
• Creating Magnification Questions
• RPM Questioning Role-Play
• Collaborative Commitment Role-Play
• Stalls and Advances Worksheet

Module Run Time: 3 hours, 41 minutes

After This Module, Your Sales Professionals Will:

Facilitate the decision-making process using behavioral economics (BE) techniques, proven to increase the likelihood to buy by 29% or higher!

With Trustworthy Selling knowledge and skills, they are able to:

• Help consumers make decisions more quickly and more confidently.
• Deliver closing presentations that gain the commitment of their prospects.
• Help their prospects make faster and more educated decisions without being influenced by potential biases.

Learner Outcomes and Experiences – What expectations can you have of your sales professionals after they attend this training.

• Apply behavioral economics techniques that have been scientifically proven to increase
  a prospect’s likelihood to buy by 29 percent or higher.
• Enhance closing presentation skills by incorporating best practices used by top financial professionals to simplify decision-making.
• Incorporate story selling, as well as connecting the features, advantages, and benefits into your presentation while overcoming objections.
• Close more sales more quickly!

Activities and Exercises – the development of critical thinking skills and the building of confidence happens through experiential learning activities.  Our activities and exercises are designed to help prepare your sales professionals to apply their knowledge in real world situations and support their career success.

• Applying BE Techniques
• Case Preparation Questions
• Developing Feature/Advantage/Benefit Statements – Case Study
• Gaining Commitment Role-Play

Module Run Time: 3 hours, 28 minutes

After This Module, Your Sales Professionals Will:

Engage consumers on their terms; they think like the consumer and feel like the consumer and will conduct their business according to their prospects and clients’ preferences.

With Trustworthy Selling knowledge and skills, they are able to:

• Segment their relationship strategies and adapt to the communication preferences of their clients.
• Continue having courageous conversations, elevating their client relationships to a new level of partnership and advice.
• Maximize their use of time, capture cross-selling opportunities, and further develop their practices.
• Demonstrate their dependability and increase enduring trust.

Learner Outcomes and Experiences – What expectations can you have of your sales professionals after they attend this training.

• Apply the principles of segmentation and cross selling to widen and deepen existing relationships.
• Recognize annual review meetings and changes in life events as opportunities to create relationships that last a lifetime.
• Develop a marketing and client service system to create strategic touch points throughout the year.

Activities and Exercises – the development of critical thinking skills and the building of confidence happens through experiential learning activities.  Our activities and exercises are designed to help prepare your sales professionals to apply their knowledge in real world situations and support their career success.

• Identifying and Evaluating Your Top 10 Clients
• Cloning Your Top 10
• Identifying Cross-Selling Opportunities and Client Touch Points

Module Run Time: 2 hours, 40 minutes

Learner Outcomes and Experiences – What expectations can you have of your sales professionals after they attend this training.

• Gain an in-depth understanding of the psychological mindset of top producers in the industry.
• Internalize the components of developing mental toughness and peak performance psychology to bounce back from adversity.

Activities and Exercises in This Module – the development of critical thinking skills and the building of confidence happens through experiential learning activities.  Our activities and exercises are designed to help prepare your sales professionals to apply their knowledge in real world situations and support their career success.

• Planning for the Future
• Beliefs of Top Producers
• Old File, New File
• Creating Your Personal Affirmation
• Goal Building Activity

Module Run Time: 2 hours, 14 minutes