how to change doubt to belief by jit singh. as professionals we don’t need to be taught something...
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How To Change Doubt to How To Change Doubt to BeliefBelief
By Jit SinghBy Jit Singh
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As professionals we don’t need to be taught something new, so much as we
need to be reminded of things we already know”
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How To Change Doubt to Belief
Why is this subject important?
1. It defines a unit of conviction2. It shows how to offer sufficient
evident and present the benefits.3. It explains the seven forms of
evidence used in selling.
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How To Change Doubt to Belief
A unit of conviction is made of three parts :
1. Fact 2. Benefit 3. Evidence
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The Parsley Principle
Parsley is everywhere.Remember “The Parsley Principle”
presentation is everythingMust present with Finesse.Draw out the best in you.
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“ Mind is the Master power that moulds and makes , And Man is Mind, and evermore he takes The tool of Thought, and, shaping what he wills, Brings forth a thousand joys, a thousand ills:- He thinks in secret, and it comes to pass: Environment is but his looking-glass.”
James Allen
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5 Progressive steps of Learning
Awareness
Knowledge - Facts What to do?
Skill - How To Do
Attitude - Habit Expert - Internalize
1
2
3
4
5
Step 4 – 5 Preparedness and willingness to do
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Sales People Are Attitude Changers. What Attitude Do Unit Trust Consultants Have To Change To Secure A Sale.
Change The Clients Mindset…….
1. Rejection to Acceptance2. Indifference to Interest3. Procrastination to Desire4. Fear To Confidence – Fear of Making A decision5. Create Value in Prospects Mind
Good Quality of Service
6 Doubt To Belief Good Investment
What would the product do for him
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Procrastination - tip the scale heavier than procrastination
Creating Value in Prospects Mind Desire Want
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How To Handle Unit Trust Objections and Close The
Sale
Key To Handling Objections
A properly structured and well planned presentation will eliminate
80% of the OBJECTIONS
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The Mission For UTC Is To Find Customer Needs and Fill Them!Not Have Products And Sell Them. We Do This By Listening To Our Customers.
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Every Unit Trust Consultant Must Be Able
To SellSelling Is A Skill……………Successful UTC know the 5 Great Rules of
Selling…• Attention: Unless you command the customer’s
attention, the sale will be a foregone conclusion.• Interest: The customer must listen and focus
on the process.• Conviction: Establishing benefits and features.• Desire: Uncover the “real” motivation to buy.• Close: Ask for the order.
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What Customer Says about the
Salespeople……• He/She works for me….• I feel he/she cares more about me than
himself/herself…• He/she tries to solve my problems and
help me achieve my goals….• I view him/her as A Professional
consultant….• He/she really understands my situation..
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THE SALES PROCESS IS….1. Establishing Trust2. Identifying Needs3. Presenting4. Closing, asking for order – how
would you ask for your order after the sales process.
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Paint A Picture WordHow Do You Paint A Picture???
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Claim - If I say something it is a Claim - EG
Fact - A Fact is what the independent body says eg. newspaper report or report done by an independent body eg; Lipper, Standard & Poor, Morgan Stanley Tell the prospect what the product is. State the fact, sell the benefit, give the evidence. Fact is the statement of truth.
Benefits – What the product will do for you.
Remember – The “Parsley Principal” must present with
finesse. Draw out the best in you.
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SummaryPeople want to solve their problems and achieve
their dreams. We can help them do that by presenting the benefits of our product or service.
A unit of conviction is made up of three parts:…fact,…benefit,…evidence.
Remember, there is a difference between a claim and a fact.