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Selling With Fabs 2010

Selling With Fabs 2010

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Published by: troon on Aug 24, 2010
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Selling Techniques

The insurance agent shakes hands with the potential client, sits down, smiles and says, "I have a product here that I believe to be the best life insurance package I have ever seen. In all of my years in the insurance business, I have never been so impressed with a product. I'd like to tell you all about it." The salesman knows the ins and outs of his offering and no one who listened in on his sales pitch could doubt his love and support of the insurance product for even a splitsecond. What happens when he concludes his impassioned pitch? More often than not, nothing happens. No policy is written. No sale is made. In the office across the street, an agent meets with a potential client. After pleasantries are exchanged, he asks "So, what do you want from all of this? What are the things you'd like life insurance to accomplish for you? He listens attentively to the prospect's answers, asking follow-up questions for clarification and to elicit more information to help him understand the prospect's needs and wants. As the conversation progresses, the agent gets to know his potential client better. He is able to establish a rapport with the person and can determine what might be appealing. The agent, who has been noting fact after fact during the interview, is able to then explain exactly what can be done to best meet the needs of the prospect. Yes, he pitches his life insurance product, but he does so based upon the expressed interests and concerns of the potential client. What happens when he finishes? More often than not, a new policy is written. A sale is made and agent will find himself with yet another commission. These two examples reveal the power of using a "question and answer" (Q&A) approach to selling life insurance. Those who sell life insurance using methods rich in listening and questioning invariably outperform agents whose focus in on their own opinions and expertise. In addition to helping to establish great agent-client rapport, Q&A tactics are a powerful strategy for selling life insurance for two reasons.


Initially, it keeps the focus on the one thing that must always be front and centre in any sales situation: the buyer. Instead of creating a product focus, the Q&A methods allow those selling life insurance to keep the meeting's attention directed to the buyer. People, by nature, consider themselves and their interests of paramount importance. This method allows the insurance agent to make sure the meeting unfolds in a manner that will interest and motivate a potential buyer. Secondly, the technique provides the seller with a great deal of valuable information. Those selling life insurance with Q&A techniques find themselves armed with clientspecific responses to frequent purchase objections. They are also able to better explain the policy, its advantages and benefits in ways that are meaningful to the prospective client. An insurance agent can also make sure they are offering a product that truly meets the unique needs of the prospect.

Even the most well delivered product-centred sales pitch can fall on deaf ears. Prospects long to be at the forefront and are far more likely to be motivated to purchase life insurance if the agent focuses attention on their specific needs. Methods that make use of significant Q&A to sell life insurance put clients on centre stage and motivate them to purchase policies.

"Features tell, but benefits sell." The top marketers know "Benefits" tap into emotions and ultimately motivate people into action


presentations and conversations. The more you communicate how your business can help solve your customer's problems or needs. 4|Page . [BENEFIT] You can either take a Whole of Life policy or a Term policy [both FEATURES]. Please do not confuse a Term Policy with Term Assurance! And it's been a golden rule of business since the 1920's that features don't sell. so that they can see what's included in the price. the more you show benefits. Your customers might want to know features. and to your marketing brochures. Apply it to your sales pitches. benefits do. letters and adverts. Advantages and Benefits It's helpful to think of your product as made up of three distinct parts: • Features • Advantages • Benefits A feature is what a product is or does Example: “This car has ultrasonic sensors fitted to each bumper and electronic powersteering” [FEATURE]. but it's the benefits that actually sell your product or service.Features. A benefit is what it will do for your customer Example: “It can help you park in tight spaces without risk of damage”. the better your sales will be.

a feature is a diamondtipped 10mm drill bit. .and never feel those sheet bumps again.Develop every product feature into a tangible benefit.." The benefit of sheets woven with “600 thread count 100% Cotton Satten" is "sleep in the softest sheets ever made -.." BUT the benefit is that it saves you TIME.. the advantage is "it makes holes in seconds. 5|Page . NOTE: It is only a benefit if you are a Handy-man A feature might be "in-dash GPS"... an end result that satisfies a customer problem or need. For example." Let's take another example of a feature and walk through the exact steps to convert 'em into a benefit.. Features are merely descriptions of what you do or what you offer. but the benefit is "never ask for directions again.

." For example.ClickBank You may be familiar with ClickBank. A "Benefit" eliminates all of the guesswork." "Advantages"." When we describe what a "Feature" does. And the "Benefit" of this "Advantage" is e-book publisher vendors get access to fast and easy solutions to launch an affiliate program without having to pay an expensive programmer to create one from scratch. like "Features" are often confused with "Benefits. Their "Advantage" is instant access to over 100. one advantage of ClickBank is it allows e-book publishers to instantly tap into a network of over 100.000 affiliates for less than 50 bucks. So let's review: Clickbank. and that's a "Feature.com's "Advantage" is it lets you rapidly test an affiliate program cheaper than paying an expensive programmer to create your own from scratch. how it functions.000 affiliates for less than 50 bucks." A "digital products retailer" describes ClickBank....." That's a "Feature" of their service." Think of "Advantages" as a word bridge between a "Feature" and its "Benefit. we call it an "Advantage.com is a "digital products retailer.they're a "digital products retailer.com. A "Benefit" states the.com -. 6|Page ." And in this example. "What's in it for me" inspired by your "Advantage. the "Benefit" of ClickBank..

Don't focus on the bells and whistles. or how it compares with your competitors. Take a new mover with the feature: 'Power driven Quantum 15 horse-power engine'. allowing you more time to enjoy your garden. The benefit is that you can mow your lawn in half the time. So don't fall into the trap of getting overenthusiastic about your product and its new. all this will be lost on a person who has no lawn to mow – KNOW your customer! 7|Page . unique and revolutionary features.So what? WIIFM? The Advantage Trap Put yourself in your customer's shoes and ask 'What's In It For Me?' (WIIFM?). All your buyer cares about is WIIFM? However. So what if the laptop you're trying to sell me has an 867MHz processor. a 38 cm display and built in Bluetooth? What's In It For Me? And don't fall into the common trap of merely developing your features into advantages – how a product or service MIGHT be used or MIGHT help a prospective customer. What does it mean for the customer? What will he or she be able to do as a result? Benefits are only really benefits if they deal directly with a customer need. 256MB memory. 'It's the quickest mower on the market' isn't a benefit – it's an advantage.

The shaving heads also float independently to ensure they follow every contour of your face [ADVANTAGE]. and rethink your sales pitches. explicit customer need. Benefits The secret of coming up with genuine benefits is to be customer-oriented. 8|Page .Think FAB – Features. Advantages. Review your existing sales and marketing literature. whilst (1) and (2) just give features and advantages – (1) Magazine ad for O2 Video Media Messaging/ Games/ Downloads/ Music/ Sport/ Entertainment [ALL FEATURES] Get into O2 Active. (2) Newspaper ad for Philips 'Philishave' Shaver Each of the three rotary-action shaving heads has 90 omnidirectional slots [FEATURE] to catch all the hairs. Look at how ads (3) and (4) give tangible benefits. The double action cutters [FEATURE] lift each hair to achieve a closer shave [ADVANTAGE] and there is also a pop-out trimmer for sideburns [FEATURE]. How can you turn features and advantages into benefits? The following are some magazine ads. The benefit you give is much more powerful if it fits a specific. irrespective of length and angle to the skin [ADVANTAGE].

SBC even helps keep the brake discs dry by clearing water from the surface of the disc [FEATURE]. SBC: only a split second quicker than normal braking. When it's raining.(3) Magazine ad for Mercedes-Benz SBC is the world's first brake-bywire system [FEATURE]. 9|Page . . So it doesn't matter how speedily you whiz down a leg or zoom around an ankle [BENEFIT]. . All measures which combine to reduce your stopping distance by more than 3% [ADVANTAGE]. But then accidents can happen in a split second [BENEFIT]. (4) Magazine ad for Lady Protector The Lady Protector+ is the only women's razor with wire wrapped blades [FEATURE] to protect you from nicks and cuts [ADVANTAGE]. It always leaves [BENEFIT] you racetrack smooth.

Shave as quickly as you want without mistakes) the better.. Avoid accidents. consequences and implications of your customer's problems..Neil Rackham.g. the more powerful your sales pitch. flashing big smiles and toned flesh. the less effective advantages become. and the more effective benefits become.' The more benefits and deeper benefits you can stack up in favour of your product. the more chance you have of your sales pitch outweighing the price the customer has to pay. How do you get to your customer's needs? Ask questions: probe the effects. 10 | P a g e . chatting confidently. that's a translation from feature to advantage to benefit.. John Forde of the Copywriter's Roundtable explains 'When a local gym selling memberships talks about the equipment they have upstairs. author of SPIN Selling.. argues that the higher the value of the sale. The more you relate your message to an explicit customer need (e. that's a list of features When they tell you how that equipment can get you slimmer and stronger than equipment they have at other gyms. Deeper benefits The deeper and more personalised the benefit you can use to appeal to your customer.. But when they start flashing you photos of lithe-looking members in gym gear. What benefits are they looking for? Do what we what we should do – get close to your customers.show medical reports on lower bloodpressure and cholesterol well... That's approaching the deeper benefits..

What do you think are the Features. You will also receive a generous maturity value at the end of the term. Asset creation and protection Planning for retirement & asset protection Health plans Life Insurance Product Wealth creation plans Wealth creation and mortgage protection plans Education insurance. The table below gives a general guide to the plans that are appropriate for different life stages. LifePlan Plus term insurance allows you to select the term based on your age and need [ADVANTAGE]. which can be used in a variety of ways. mortgage protection & wealth creation plans Retirement solutions & mortgage protection Health Insurance Our product. and hence ensures that the financial goals of that life stage are met. Depending on which policy you choose. Life Stage Young & Single Young & Just married Married with kids Middle aged with grown up kids Across all lifestages Primary Need Asset creation Asset creation & protection Children's education. living benefits can be added to life insurance. LifePlan Plus is available as a term or whole of life Policy [FEATURE].FABulous Life Life insurance is a valuable financial tool because of the many benefits a life cover policy offers beyond a death benefit. Advantages and Benefits of the whole life option? 11 | P a g e . [ADVANTAGE]. Life insurance is the only investment option that offers specific products tailor made for different life stages. It thus ensures that the benefits offered to the client reflect the needs of the client at that particular life stage. This maturity value is tax-free in your hands [BENEFIT] and you can now use this capital as extra retirement funding [BENEFIT].

FAB’s Our savings product. you can save up to 40% in premiums in the 1 year of your policy. Cash Plan Plus is extremely flexible. You decide how much you need and when you need it. allows you to make “cash withdrawals” from the sixth policy year. With our product. st What are the FAB‟s of the above? Use the table below to plot the Features. Cash Plan Plus. FAB’s FEATURES ADVANTAGES BENEFITS 12 | P a g e . Advantages and Benefits.

To be successful. 13 | P a g e . before attempting to sell anything new or old for that matter.." So. list several advantages for each feature. so that I can paper slice even squishy tomatoes. The benefits would be what the consumer will be able to do or what they will get from buying this particular product. list the possible benefits of each advantage for the different types of prospects you plan to call on. but from the customer’s environment and mind set which may change at any given moment. making it easier for prospects to justify buying. They are derived not from the product... do this simple exercise.. No matter what you're offering. In the first column. And in the third column. Advantages are what this product provides that has an edge over the competition. this knife set is razor sharp. your presentations will flow naturally and logically across the page. list the half-dozen major features of your offering. Now you're armed … The features are what good things the product offers. and to help you convert features into more powerful benefits one may ask: • What's in it for my prospect? • This [product or service] helps my prospect [Benefit goes here] • What this means to my prospect is [Benefit goes here] • [Feature] so that [Benefit] For example. Benefits sell products. Fold a sheet of paper as you would a letter into three sections. In the second column.

Remember that sales are made mainly through emotion and are BACKED UP with logic.are what the features and benefits will satisfy with the buyer. We need to look at the M . So we need to remember to also add MOTIVES to the mix.Are what your features do BENEFITS – What the features mean to the buyer Pretty straight forward. MOTIVES . but they are mainly LOGICIAL stuff to enable the sale.motives Quick recap: FEATURES – Are what your products and services have ADVANTAGES . Advantages and Benefits. What feeling will it give them? Importance? Safety? Significance? What are the emotions associated with your prospects and clients having your products and services? 14 | P a g e .Finally and for further success the “M” in FAB Now that you understand FAB marketing – Features.

FAB is awesome. but FABM is even better! Buying life insurance is unlike any other product you buy. this baby car seat has a dual locking system on each of the straps…” ADVANTAGES “The advantage of this system is that it will take you a double click to fasten it or to release it instead of just one click on most models…” BENEFITS “That means that Holly will be secure in her seat and if she manages to prize open one of the locks then there is still the back-up of the other one…” MOTIVES “Sean.You need to include these in your selling efforts. you‟ll have the peace of mind of the safest car seat on the market and also the fact that Holly will not be able to open the straps and harness herself” Get the picture! Remember. you're buying the future. When you pay your premiums. which only life insurance can provide. So let‟s look at a quick example: FEATURES “Sean. financial security for your dependants and loved ones. 15 | P a g e .

As I drove around the salesman went on about how great this car is and how customers don't complain about the car and how they love their Volvos. It quickly became obvious no one had ever asked him to be specific. people like the way it drives and how it looks. It became quickly apparent that Jack understood how to sell benefits. origin. Let's begin with the model you like the most. It was like listening to a Volvo documentary.Understanding What Motivates People to Take Action So I wanted to buy a car. Jack then went on to explain the features of the car. "Well you know. model transitions and improvements and on and on. The salesman that greeted me was a polite and unassuming individual..with me in it! 16 | P a g e ." I said. Then Jack explained how many of these features would make my drive more comfortable. By the time he was done I understood what every button on the panels." We got into the car and I was ready to start the car when Jack asked me to wait a minute. He said. not features. We'll call him Jack. I then asked him to be more specific about what customers like about their Volvo. After viewing a few of the cars I decided to test drive one of them. Jack listened and nodded his head and said. dashboard and doors could do. "Sure. About a week or so later I decided to go back and test-drive some Volvos again. It was a tough choice but I decided that my next new car would be a Volvo." He rambled on but never got into specifics. This time I went to a different dealership hoping to get another “flavour” before making up my mind. After a few test drives and more "oohs and ahs" about how great it would be to own a Volvo I thanked him and left without buying a car. Jack began to go into the history of the Volvo. When we finally started driving. I also told him that I had test driven a few Volvos but was unsure of whether to buy or not. I just wasn't sure and wanted to think some more. Jack asked me simple questions about what I was looking for in a car.. "Of course" he replied. "Alright. So I drove down to a local dealer and told him I wanted to take a look at a few Volvos and could he help. He seemed to hesitate.

I didn't buy from the first dealership because I didn't have enough information to make an informed decision. or better yet. I gleaned a couple lessons from this experience that I want to share with you. More often than not. Jack stepped me around the car to explain some of the hidden safety features. Needless to say. people reject proposals or making a buying decision because somewhere in the sales process their concerns weren't addressed. Having enough information allowed me. Jack's approach reminded me of an adage I keep in mind when trying to understand the link between motivation and action: "An uninformed mind is a confused mind.When we finished driving. within an hour I was sitting down in his office finalizing the paperwork to purchase my first Volvo. convinced me to make a decision. Jack understood that giving me a lot of information would go a long way in helping me decide as to whether I wanted to buy or not. people don't want to be sold. And a confused mind will NEVER make a decision. but unless I know the person behind the testimonials it mean very little to me. Most people have it in their heads that to be a great salesperson you have to be a fast and smooth talker. They still have lingering doubts about whether it is the right choice for them. He was an average guy with a very modest demeanour. And after Jack's mini-tour around the vehicle I understood why. Volvo is known for being one of the safest cars in the world. they want to be convinced." 17 | P a g e . First. Wrong. Testimonials are great. All I had were the opinions of other people who had driven the car from a salesman I didn't personally know. Jack wasn't a 'slick' salesman. Who would you trust more? A fast talking salesperson like the first with slick answers and no depth or someone like Jack who answers all your questions with details and facts? Second.

When you know that it will benefit you personally. Maybe the reason they don't has less to do with your ideas. strategy or way of thinking. our minds often times can't keep up. you will act! A final note: If you're in management. When you know 'how to' do something. you rarely hesitate in getting it done.In a hyper-capitalist society where we are inundated and bombard with new technology and features. and more to do with them not having enough information to make an informed decision OR how it will benefit them in the long run. Whether selling or just trying to convince others. keep this is mind when someone doesn't buy into your approach. The job of a salesperson is to explain the new advances. what motivates people into action is 1) knowledge and 2) that it is in their best interest. 18 | P a g e . but more importantly how they benefit the buyer. Think about it for a second.

As my wife and I approached.Sales Done Right The other day our washing machine broke down. Bad news. “It doesn‟t matter what I want. Bob returned. He said.I knew I was in trouble :-) He then directed all his attention to my wife and began asking her a series of questions.. “Sir. Bob was quick to respond.. Entering the store we immediately went straight to the back where all the appliances were. by that response I can tell you're a smart man. There. we began explaining the situation. It didn‟t take Bob more than a few minutes to sum up what he thought would be the best choice for my wife. For those of you not married. So off we went to buy a new washing machine at the local Lowe‟s. “What type of washing machine are you looking for?” I replied sarcastically.. life in the household isn‟t good. Talk to my boss (aka My Wife)". looked dead at me and said. My wife was frustrated and decided there and then that we would get a new one.” (What a suck up statement. standing near the washers was your typical Lowe‟s employee wearing the customary blue and red vest that distinguishes them from the ordinary shopper. I was eyeing the less expensive washing machines while my wife was eyeing the very expensive electronic machines.” My wife and I continued to browse for a bit. It quickly became evident that I would have no say in this matter. “Give me a minute I‟ll be right back.. I'll call him Bob. let me simply say that when you‟re wife isn‟t happy.the expensive choice I might add! 19 | P a g e .

while the other use 151 litres on average for a basic wash. with a sales pitch like that. but because he believed in that brand. we would be settling for second best. 3. Compared to the other machines it uses 53 litres of water. How do I know? How else would Bob know about the water efficiency? The ROI? Good sales representatives who sell through “channels” train people to sell when they're not around. if you know what I mean! It should come as no surprise to you that within minutes Bob was taking down our address. how the hell was I even supposed to respond? Bob was presuming to be non-biased. 2. “Wouldn‟t you want to buy the best?” By telling us that this specific brand was his best seller. “Well. Bob was “trained” well by the sales representative selling the brand through Lowe‟s. he was implying that unless we bought this brand. credit card number and asking what time the next day we would like to have the machine delivered.. but again. egomaniac consumers hate settling for second best. knows how to sell the “benefits” of owning the product and leverages the buyer emotionally into buying from the best. Yet.” Now. A 25% difference clear. but his preference was clear. Lowe‟s is a reseller of many brands. this here is the best of the best. Which means that you will get a Return On your Investment (ROI) in 2-3 years if you go with the best seller.he was good! 20 | P a g e . Bob was pushing only one major brand. a great salesperson is someone who believes in what they are selling. this machine right here is my best seller.Bob said. Damn that Bob. Bob reinforced a few of the principles of great selling that I often preach: 1. In summary. this is the one. Not because he was being paid off.. And you know how much we capitalistic.” My wife looked at me as if to say. Now I can show you these others. “Well. Bob used one of the oldest sales trick in the world.

then courteously asks everyone in the room to introduce themselves so that everyone can get to know a little more about each other. “I‟m passing out this form for anyone who is interested in buying any of the items we discussed. Next thing you know. She then talks about the new products Tupperware has and then closes by thanking everyone for taking the time and supporting their friend Ann. Your friend Ann then clinks her wine glass politely with a spoon to get everyone‟s attention as she prepares to introduce the Tupperware representative (a friend of Ann‟s I‟m sure). someone is going to sell us something at the party. You show up and there are other friends and soon to be new friends at the party snacking on hors d'oeuvres and sipping on some wine all the while having polite conversation. many of us at one time or another has been invited to a Tupperware party or something similar. no hard sales pitch and no sales pressure to buy. The rep then asks each of them to share their experience with their Tupperware products and how they use them at home to make their lives more convenient. Many of the guests raise their hands. You find it hard to say no and so you agree to be there.The Tupperware Effect and Why we’re Influenced to Buy Now. And we also have more drinks and hors d'oeuvres. How did we get sold? Let us recreate a scenario and then let us take a closer look. Ann then says.” That is it. The rep then asks how many people already own Tupperware. We all know what is going to happen. the rep. And in the end. you are filling out a form and signing up to buy a few of the Tupperware items even though you told yourself you wouldn‟t. Introducing herself. Scenario: Your friend Ann calls you and invites you to a Tupperware party she is hosting at her house. we come home with more Tupperware even though our cabinets runneth over with more plastic goodies than we shall ever need. 21 | P a g e .

there are other subtle dynamics at work in this example. know and trust. Rule of Reciprocity: when someone gives you something. 2) You were then offered free hors d'oeuvres and wine. Each rule in and of itself may or may not be enough to sway someone to make a buying decision.Sound familiar? What happened? Why did you feel compelled to buy something? What I want to do now is dissect exactly what happened and why. 4) And. you feel a sense of obligation to return the favour in kind…in this case by buying something after eating Ann‟s food and drinking her wine 3) The rep than asked the willing to share their experience with their Tupperware products. then you were influenced by the following rule. but the cumulative effect is powerful and effective. Rule of Social Proof: when we see others doing something. in this case our friend Ann. What I want to do is highlight what rules of social dynamics compelled you to buy: 1) When you walked in you were greeted by your friend Ann. You will look like a liar if you don‟t buy some of their newer products after stating how satisfied you are with their products. if you were one of those people that volunteered to share your experience with the group. Although. So here is my question to you. what she is doing is providing you the buyer with „proof‟ that others love the product and so should you. We favour buying from people we like. By saying that Tupperware is great you‟ve pretty much painted yourself into a mental buying corner. we take our social cues from others and we are inclined to do the same. When the rep asks those who have bought in the past to share their experiences. I wanted to highlight the four major rules at work. you will behave in a manner that is consistent with your public statement. Rule of Consistency: if you make a public statement. “How can you use one or all four of these rules to improve your sales closing ratio?” 22 | P a g e . Rule of Liking: we are more likely to be persuaded by people we like. If you have ever watched one of those crime shows. you have probably seen the lead detective. after reviewing the crime scene recreate exactly what happened based on the evidence.

Step 3 Ask the person to list his/her long-term goals for his/her family and how those goals would be affected if he/she died suddenly. especially when you get them to consider the needs of their loved ones. this person may be providing a part-time income that pays for schooling or little luxuries. or possibly their 70s. This appeals to his/her financial sense as well as her emotions. If he/she was gone. not bought”. For example. and he/she might be in the process of saving part of his/her income to finance that.g. or other relatives to whom they provide assistance. children. various taxes (e. etc. Even if someone is not the main breadwinner in the family. where would the money come from to fulfill that goal? Or.How to Motivate People to Buy Life Insurance Most people do not want to think too much about life insurance because it forces them to acknowledge their own mortality. Characterize the price as an investment in peace of mind and the future of a person's loved ones. If he/she died. Step 2 Quantify the person's worth in terms in actual monetary value. 23 | P a g e . For most people. Use these figures to come up with a hardmoney cost that the family would face if he/she died prior to the end of his/her expected lifespan. Use an actuarial table to show him/her his/her expected lifespan. Determine costs for household responsibilities that the person handles now. pay for university. perhaps he/she is hoping to pay off his/her house within the next 10 years. If you can appeal to a person's sense of wanting to take care of his family. Using the figures and goals you discussed with the person. This person‟s work around the household is also valuable. Show how investing a small amount of money each month could potentially pay a huge dividend in the case of an unexpected death. could the spouse's income accomplish this alone? Step 4 Stress the peace of mind that life insurance would provide. property). their work life will run into their 60s. or do anything else that might have otherwise been impacted due to his/her death. he/she might be planning for his/her children to go to university. Step 5 Portray the life insurance as an investment rather than as a cost. remind him/her that upon his/her death. pay off a house. Most people have a spouse. you can motivate him to buy a life insurance policy. paying for mobile phones or land lines. As the old saying goes: “life insurance is sold. There are ways to motivate people to buy it. Tally how much money he/she makes each year. then multiply that by the span of years for which he/she plans to continue working. Step 1 Show the person how many people actually depend on him/her financially. such as home repairs. an insurance policy would provide a lump sum to take care of a situation: It could be used to run the household.

. Here's how. A motive to buy…? “Wouldn't you like to improve your golf game so dramatically that you'll have your golf partners scrambling to keep up with you? Let me show you how to take at least 10 strokes off your total. 24 | P a g e . Planning a surprise weekend getaway. What can say “I love you” better than a promise to provide for the ones you love. Think of it as the ultimate act of enduring love. you'll drive the ball farther. so when you are trying to motivate them to buy life insurance. hit amazingly accurate chip shots and putt like a pro. Now if that does not motivate YOU… Now you're both armed and dangerous.” The power of LOVE What do love and life insurance have in common? More than you might realize. even after you‟re gone.. The motivation behind purchasing life insurance is love: We buy it because we love people and want to protect them financially." Use euphemisms like "If you couldn't be there for your family" or "if you were suddenly taken away from your family" to make the subject matter more comfortable." "killed. Preparing a romantic dinner. But why not consider giving your loved one a more enduring gift of love: life insurance. These expressions of love are sure to be appreciated.Tips & Warnings People don't like to think about their own deaths." or even "passed away. avoid using words like "died. By the end of the week.

Once you have studied the advert. advantages and benefits. 25 | P a g e .CASE STUDY 1 Look at the following advertisement for Miele Ovens. list the features.

The manipulator holds the load while the operator transfers it.tensile aluminium alloy with precision-ground bearings and hard nylon wheels. A force of only 1-2% of the total weight being transferred is required. OVERHEAD SYSTEMS Ideal for applications where floor space is an absolute premium or a longer travel is required. 26 | P a g e . The jib cranes are very easy to install and require a minimum of floor space. Food Processing and the Printing and Packaging Industries. Metal Fabrication. Available with power tilts and/or rotations. JIB CRANES Column or wall mounted. The runway/ bridge system consists of an enclosed track aluminium rail. Ideal for short transfer applications. carton handlers. These systems are utilised in all tiers of the Automotive Industry. mandrill style roll handlers.CASE STUDY 2 MANIPULATORS Also referred to as end effectors or "tools". The trolleys are made of high. Both arms allow for full 360 degrees of dexterity with the double jib allowing for manipulation anywhere inside the radius of the arm. the jib cranes are available with single or double articulating arms. We offer vacuum cup style manipulators. air-magnets and clamping style manipulators.

27 | P a g e .GANTRY SYSTEMS All the features of an overhead system but floor mounted. Use the information on Indutrol Inc. quiet and require minimal maintenance. Safe. AIR BALANCERS Ergonomically designed for accurate. Benefits and Advantages of the product range. and draw up a table listing the Features. Ideal for applications where longer travel is required but ceiling suspension is restricted due to heavy-duty overhead cranes or ceiling weight restrictions. effortless positioning of loads.

Advantage c. Is this a Benefit. True. A Life Insured can cash in the policy (surrender) or borrow against the policy if they choose. Feature b. Advantage or Feature? a.FAB ASSESSMENT 1. Is this a Benefit. Advantage c. Is this a Benefit. This is a feature of a Life Insurance Policy 3. Securing protection should be your primary goal when purchasing a Life Insurance policy. Benefit 28 | P a g e . Feature b. Life Cover (the Death Benefit) on a Life Insurance policy is a benefit. Feature b. Is this a Benefit. Life Insurance can build a cash value which you receive at the end of the term of the contract. Benefit 2. Advantage or Feature? a. Advantage c. Advantage c. Advantage or Feature? a. This is the reason you take Life Insurance policy b. Feature b. Benefit 4. Benefit 5. Advantage or Feature? a. A Life Insurance policy can create wealth for your beneficiaries. Is this statement True or False? a. False.

True b. When you are fielding objections. Feature b. you will have the most trouble when a. True b. True b. they are telling you what assurance they need in order to buy b. True b. Throw in the towel if the conversation isn't going anywhere 10. Keep your focus on the product. a. False 7. Back off. give testimonials of other grateful customers that had the same initial concerns c. Is this a Feature. When the objection of your prospect is similar to your own private feelings about the product c. Listen to what they are saying. The best way to earn referrals from your customers is to ask a. A successful salesperson almost always engages in small talk during their pitch a. False 6. Unplanned and Unrehearsed 8. Benefit 29 | P a g e . Advantage or Benefit? a. The best thing to do when your prospect objects to your proposal is: a. False 5. As often as you can without being forceful 2. Don't get discouraged. False 9. When the objection is about the product 3. True b. You are talking with the head of the company b. Life Insurance makes savings possible. Your sales pitch will usually be better when it is a. When the objection is about price d. Advantage c. As soon as you are sure they are satisfied c. False 4. a. It is better to ask your prospects closed-ended questions (yes/no) rather than open-ended questions. Rolling up your sleeves and making cold calls is the best way to prospect. Verbal communication is more powerful than non-verbal communication a.QUICK SALES ASSESSMENT 1. Done on the Fly (off the cuff). a good product with great customer benefits will be the persuasive factor d. As soon as you close b. Planned and Rehearsed b. It is more challenging to sell on the telephone than in person a.

CASE STUDY 1: Model answer in this advertisement. Benefits: Reduced cooking time. and ring heater element. hot air forced evenly through the interior. 30 | P a g e . advantages and benefits are: Features: Fan forced cooking system. mini turbine. the features. perfectly even cooking results. Advantages: Cooking on up to three levels. reduced energy consumption.

Our representatives and designers will work hand-in-hand with you throughout the design process. Ease of Operation. A maintenance package is included with each system including visual and physical checks. safety interlocks are used on our systems. Custom Design.Means virtually maintenance free.Our systems are built with the comfort and safety of the operator in mind.Where applicable. quiet.CASE STUDY 2: Model answer Pneumatically Operated . As long as there is a load on the lifting unit the load cannot be released even if air pressure is lost or if the operator were to depress the "load release switch". ease of operation. Indutrol's systems are highly effective in reducing injuries and can contribute to providing owners/managers with opportunities to reduce WSIB premium rates.Your Indutrol system will be designed to meet your exact requirements. After installation we will provide training for the operators of the system. intrinsically safe. Indutrol's systems can "free-up" hands normally used to transport large or heavy loads allowing managers to more effectively use their employees‟ time. 31 | P a g e . Our systems are not "off the shelf". Safety interlocks. An Indutrol representative will always be on hand to answer questions or provide on-site assistance.

5. 32 | P a g e . 3. b. 2. a. 8. c Quick Sales Assessment Answers: 1. b. b (False).b. a. b and 5. 4. 3. b. 2. b (False).FAB Assessment Answers: 1. a. c. 6. 10. 7. 9. b (False). 4. b (False). b (False).

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