Developing an Effective Prospecting Plan
Developing an effective prospecting plan is the sales person’s first step in building a successful business strategy. By reviewing the individual’s current customer base, we develop an initial calling plan, including the number of offices to call upon and the total number of customers to work with for maximum results; as well as teach the sales person how to identify the customers with whom he/she will have the greatest potential to build a quality relationship. Of paramount importance is targeting the customers who are doing the business.
Utilizing Proven Appointment Setting Techniques
One of the key components of this selling system is teaching the sales person how to professionally set an appointment. Today, more than ever before, this is a crucial step if you are to be a quality producer. With more closed offices, in-house lender environments as well as more of your customers working remotely out of their residence than they previously had done creates an obstacle, you must strive to differentiate yourself from all the other “me too” lenders trying to get an appointment.
By implementing one of our nine proven methods, we feel confident that he/she will get the audience needed in order to win in this increasingly competitive marketplace. If getting the appointment is “half the battle,” we’ll get you on track toward “winning the war”.
Controlling the Sales Call with the Right Communications Process
By using the professional selling style known as Need Satisfaction Selling, the ability to control the interview through the right communication process leads to a successful sales call. A thorough understanding of the building blocks of Need Satisfaction Selling is accomplished by helping the loan professional get hands-on experience in:
We will provide the actual client profile-questioning plan that has yielded proven results. By teaching the sales person the true difference between selling “benefits” instead of “features,” your sales force will be ready for anything that comes their way.
Reading the Customer’s Personality and Responding to it Accordingly.
Understanding the unique Customer personalities a sales person may encounter
enhances your chance of success during the interview. By reviewing the four main sales personalities with a focused perspective on your customer’s community, we teach how to handle each individual customer and establish with whom your sales person should be working, based upon his/her personality.
Identifying Customer Attitudes and Handling them Effectively.
The biggest challenge facing a sales person often arises in this area. With obstacles presented by existing relationships, bad past experiences or unfamiliar attitudes. This module teaches proper identification and handling of a prospect’s:
This makes your staff more effective and professional on their sales presentations. Without this skill, many calls fall apart unnecessarily.
The Value of Knowledge
We stress the importance of being aware of trends and changes in the industry, as well as the value of continually expanding knowledge in four main areas:
- Your company
- Your competition
- Your industry
- Your marketplace
By becoming familiar with these elements in detail your staff members will acquire the confidence to set them apart. This confidence will lead to an increase in enthusiasm and we believe that enthusiasm sells. None of this can occur without a solid foundation of professional knowledge.
Implementing a Professional Follow-Up System
Sales is more than making a sales call. It’s your ability to truly differentiate who you are versus your competition who DOES NOT follow up. This is critical in your ability to gain a quality business partner. You will earn the Customer’s business through persistence with professional follow-up. Our total selling system focuses on the necessity of a methodical plan that will wear down the Customer’s resistance until they provide you with the opportunity to work with them. The old adage “out of sight, out of mind” will not arise as our easy-to-implement, professional follow-up system will keep the selling focus on the Customer without being overbearing. We provide a definite purpose for your people to be out in their accounts without having the feeling of “just hanging around.”