MDRT Sales Idea 5 - Focus on Open, Not the Close

What has worked is to focus on the OPENING at the very first meeting, that’s where the SALE is made.
- Do you position yourself as a sales person trying to CLOSE a deal on your initial appointment?
- Or are you positioning yourself as the trusted advisor who sits on the same side of the table as your prospects?

What are the things you can do so that your prospects will see you as the trusted advisor?
And not someone who may be trying to sell them something?

Try these steps:

Initial Meeting:
Strictly gather information and establish objectives.
Do not mention any products at this meeting.
The only thing you are selling is yourself and your services

Develop a Plan or Strategies:
Do this between the initial and the second meeting
Focus on solution to satisfy a need and sell a want
Create a plan and strategies

Second meeting:
Discuss strategies and solution to an agreed need.
And if the situation is ripe secure the sale.

Third meeting:
This cements the case and reinforces the policy benefits.
Lock in the review meeting either in the next 3 or 6 months.
Sell your continued service and ask for referrals

Review Meeting:
This is an ongoing process. You cannot sell and forget about them


Richaard Wong Best Practices, Training & Development AIA
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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