Producers create and manage these situations — in effect, counseling their prospects through the buying cycle - using the following sales cycle.
- Marketing/Prospecting - Finding enough of the right people to see who meets your "on-profile" definition of a prospect, and identifying and qualifying prospective on-profile clients by name, address and phone number, using a variety of sources and methods.
- Pre-Approach - getting prospects' attention, building rapport and providing/finding a reason for the prospect to want to meet with you.
- Appproach - meeting with your prospect to sell yourself and your services, and identify the person's priority needs and wants and concerns.
- Discovery - gathering the facts, feelings and data you need to match your products and services to the prospect's needs and wants and concerns.
- needs and wants Analysis - analyzing information to determine what your prospect needs and wants.
- Solution - designing the most appropriate product solutions to match your prospect's needs and wants, objectives and concerns, based on his or her financial commitment.
- Presenting - recommending solutions to your prospect's needs and wants and concerns, using your products and services, and describing the benefits and advantages of the proposed products.
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