massmutual sandler training wheel -...

4
© 2016 Massachusetts Mutual Life Insurance Company, Springfield, MA 01111-0001. All rights reserved. www.massmutual.com. MassMutual Financial Group is a marketing name for Massachusetts Mutual Life Insurance Company (MassMutual) and its affiliated companies and sales representatives. PCCT180 Rev. 1/16 MassMutual Sandler Training Wheel For training purposes only. Not for use with the public.

Upload: doanlien

Post on 22-Jul-2018

242 views

Category:

Documents


0 download

TRANSCRIPT

© 2016 Massachusetts Mutual Life Insurance Company, Springfield, MA 01111-0001. All rights reserved. www.massmutual.com. MassMutual Financial Group is a marketing name for Massachusetts Mutual Life Insurance Company (MassMutual) and its affiliated companies and sales representatives.

PCCT180 Rev. 1/16

MassMutual Sandler Training Wheel

For training purposes only. Not for use with the public.

2

Training Wheel Schedule

This Training Wheel consists of 13 topics we will cover in 13 week intervals. If you join while the wheel is in progress, for example in week 7, you will finish all topics through week 13 and take part in weeks 1-6 at the beginning of the next cycle. Please refer to the topic descriptions to learn more about what will be covered in each topic.

Week Date/Time Role Category Topic Skill Description

1

All Producers Selling Prospecting & Setting the Appointment

Sandler 30 Second Commercial Sales Meeting Plan

Sandler describes the 30 Second Commercial as, “a capsule summary of your product or service that not only informs the prospect about what you sell, but also how they may benefit from it.” This class will “emphasize the importance of having and using a 30 Second Commercial.”

2

All Producers Selling Relationship Building

Sandler Bonding & Rapport Sales Meeting Plan

Sandler defines Bonding & Rapport as “the first step of the selling process and continues through the selling process. When you are trying to bond and build rapport with a prospect or client, your communication can create either roadblocks or building blocks.”

3

All Producers Selling Fact Finding Sandler Pre-Call Planning Sales Meeting Plan

Sandler indicates that “pre-call planning prepares salespeople to perform in the most efficient and effective manner during a sales meeting by providing them with specific tools to manage the meeting.” This class will help you “understand the value of pre-call planning.”

4

All Producers Selling Sales Techniques

Sandler Up-Front Contract Sales Meeting Plan

Sandler defines Up-Front Contract as “an agreement between the agent and the prospect or client about the objectives of an upcoming meeting-exactly what will take place and why-whether that meeting is face-to-face or via phone.” This class will help you use this skill in your process.

5

All Producers Selling Fact Finding Sandler Pain Sales Meeting Plan

Sandler describes pain as, “when the prospect is experiencing a problem or has an area of concern that can be described as a ‘gap’ between what the prospect has and what the prospect wants or needs, where the prospect is and where the prospect wants to be. A current condition and a more desirable condition.”

Training Wheel Schedule

Week Date/Time Role Category Topic Skill Description

6

All Producers Selling Fact Finding Sandler Budget Sales Meeting Plan

Sandler states, “the ultimate objective of the Budget step is to determine the extent of the investments the prospect/customer is willing and able to make in order to implement a solution to the problems, challenges, or goals identified in the Pain step.” This class will focus on uncovering the prospect’s budget.

7

All Producers Selling Fact Finding Sandler Decisions Sales Meeting Plan

Sandler states that in the Decision step you “uncover and understand the process by which the prospect/customer will make a decision whether or not to buy your solution.” This class will help you “determine the prospect’s decision making process.”

8

All Producers Selling Sales Techniques

Sandler Reversing Sales Meeting Plan

Sandler describes reversing as “an information gathering technique to reveal the intent and underlying meaning of prospects’ questions, statements, and responses.” The objective of this class is “to understand how to respond to objections using the reversing technique.”

9

All Producers Selling Sales Techniques

Sandler Negative Reversing Sales Meeting Plan

Sandler defines Negative Reverse Selling as “the strategy of exhibiting a behavior, opposite-in words and actions-to what your prospect is accustomed or expected.” The focus of this class is “to understand how to respond to objections using the reversing technique.”

10

All Producers Selling Sales Techniques

Sandler Overcoming Objections Sales Meeting Plan

Sandler states, “the strategy to effectively overcoming objections is three-fold: do not attempt to answer the objection as if it were a question, uncover and understand the underlying meaning of the objection before you begin to respond to it, and anticipate objections.” This class will help you “understand the reason behind objections.”

11

All Producers Selling Presentation & Application

Sandler Presentations Sales Meeting Plan

Sandler states the goal of a presentation is to “describe/demonstrate a solution to the prospect’s problem or plan for accomplishment of their goals.” This class will help you “prepare the presentation, begin the call, utilize the thermometer technique and how to close.”

12

All Producers Selling Sales Techniques

Sandler Overcoming Call Reluctance Sales Meeting Plan – Coming Soon

Coming Soon!

Training Wheel Schedule

Week Date/Time Role Category Topic Skill Description

13

All Producers Selling Presentation & Application

Sandler Post-Sell Sales Meeting Plan

Sandler states the Post-Sell step is “to prevent buyer’s remorse from sabotaging the sale the team has worked so hard to complete and to set the stage for future business – add-on to the current sale, referral into other departments in the organization, and/or referral into other companies.” This class will focus on post-sell techniques.