MDRT sales 10 – Presentation and “the NO- Close CLOSE”

In fact finding discovery, ask about what client feels are the biggest risks they face,
what opportunities they want to take advantage of and
where they feel their strengths is.
So, your presentation starts by reflecting those things.

Dan Sullivan’s Strategy Circle is a great presentation selling too.
It uses such a great combination of emotion and logic
You state the goals on one side of the page and note the current date.
Next, you list the outcomes or what benefits will accrue in 10 years on the opposite side and the future date.
Then you list the obstacles to reaching the goals – the risk factors given in fact finding discovery.
And finally, list a solution for each obstacle – often a product or service you can provide.

Have this prepared in advance and then use solid sheet of paper to uncover each segment as you go through it.
You can do it on the spot, creating the circle on a blank sheet of paper with the clients

This Strategy Circle has become a no close CLOSE;
It takes what the client has told and their concerns about – emotion –
and, Allows you to present a logical solution in the form of a financial product.
They have in fact solved their own problem, and you act merely as the medium for accomplishing this.
Objections that may arise are actually opportunities to further cement the logic of the solutions

Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
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