Course Content
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Chapter 1 : The course Roadmap and Overview
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Chpter 2 : Learn how to generate Hot leads from Cold Calls
- Step 1 of the Seven Step Sales Doctor Process
- Role Play – Generate Hot lead from a Cold call
- How to use the Mobile App for lead generation
- How to sink , save and Share data from App”
- How to change interest / Inflation rate in the App
- Handling Objection – No Money – Twin Baby concept
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Chapter 3 : Lead Generation - the Lifeblood of our Business
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Chapter 4 :The Discovery meeting with the Prospect – Step 2 & 3 of doctor sales process
- How to take appointment with the Prospect ?
- Telephone script for follow up with Prospect
- Preparation to be done before Discovery Meeting
- Ask the four Magic Questions at Discovery Meeting
- Positive and Negative Responsibilities
- Handling Objection – No Need – Giant Baby
- Assignment Chapter 4
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Chapter 5 : How to sell Insurance without talking about Insurance ?
- How to convert Responsibilities into Goals
- Understanding the Factor Sheet for calculation
- Factor sheet calculation examples
- How to calculate Gap Present Corpus
- How to calculate Gap Future Corpus
- Calculation of corpus for Children education and Marriage
- Handling Objection – No Need – Step in Tyre
- Assignment – 23 Video
- Assignment- 24
- Assignment – Present Gap
- Assignment – Future Gap Calculation
- Assignment -Children education and Marriage gap
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Chapter 6 :Tools to be used at the discovery meeting with Prospect
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Chapter 7 : Design multiple options which Prospect cannot refuse
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Chapter 8 : Presenting multiple options at Closing Meeting Step 4,5 & 6 of the doctor sales Process
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Chapter 9 : Secret formula for guaranteed sales success – Step 7 of the doctor sales process
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Chapter 10 : How to avoid leakage of your Prospects ?
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Chapter 11 : Handling MF + Term Objection with Asset Allocation concept
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Chapter 12 : How to create money for prospects to handle “No Money” Objection
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Chapter 13 – Interesting stories to handle “No Need” Objections
- Why do societies have two Pumps in Pump room ?
- Why do we spend extra to fix MCB ?
- Why do countries spend so much on Defence ?
- Why have a Parachute if you are flying ?
- Can we remove the Limiting Clause in Marriage
- If you had a Cash Printing Machine
- Why do we have a Security Guard in the complex
- Use 3 Coins concept to explain Insurance
- Handling Objection – Why Retirement ? – King story
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Chapter 14 – Make your prospect buy Life Insurance NOW and avoid delaying tactics
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Chapter 15 – How to make your Prospects Trust you immediately
- Use High Trust Selling Model
- Use your Testimonials and Awards to develop Trust
- How to handle CA is objecting objection?
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Chapter 16 - Handling “Low Returns in Life Insurance” Objections
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Chapter 17 – Powerful Closing Techniques
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Chapter 18 : Effective Recruitment of advisors For Managers
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