2. How are you doing today?
Have I caught you in the middle of anything?
3. My name is XXX and I am with XXX.
I wanted to introduce myself and extend myself as
a resource to you.
Have you ever heard of us at XXX?
We are an investment and advisory firm we help
individuals and families plan for their financial
goals also help them manage their 401Ks/IRAs.
”All About Me” Frame of Mind
Product Selling
Make it “All About Them”
4. Product Selling Consultative Selling
Company
Product
Features
Pricing
Goal: Get Customer
Benefits (Value)
Common Problems (Pain Points)
Problems Probing Questions (Pain Questions)
Customer Examples (Name Drop)
Features, Differentiation, ROI, Bragging Points,
etc. (Product / Company)
Goal: Starting Conversation
5. Do you currently partner with a financial advisor
today?
Good current environment question
Better questions to ask – pain
questions
7. Who do you work with?
I know that group, that’s cool.
Good response
8. What do you enjoy about your relationship with
that advisor?
Is it just kind of a returns type of a situation?
Correct direction with questions
Better way to ask
9. Would you be open to a second opinion and seeing
how we do things over here?
Wrong time to ask this question
10. I am not looking to make a change
at this time.
13. Initial Contact
CONVERSATION
EXPLANATION
INTERACTION
Types
• Cold calls
• Cold emails
• Networking
• Inbound calls
• Inbound emails
• Website chat
• Social media
Structure
• 2 to 5 minutes
• 80% on prospect
• 20% on you
Goals
• Pre-Qualify
• Build interest in
talking more
• Close for meeting
Questions
• Pain
• Current
Environment
14. INTERACTION
Meeting
EXPLANATION
CONVERSATION
Types
• Appointment
• Online meeting
• Meet for coffee,
drink, food
• Extended cold call
• Meet at event
Structure
• 10 to 60 minutes
• 50% on prospect
• 50% on you
Goals
• Qualify
• Build interest in
learning about
your product
• Close for
Presentation
Questions
• Pain
• Current
Environment
• Qualifying
16. INTERACTION
CONVERSATION
EXPLANATION
Types
• Presentation
• Demonstration
• Proposal
• Quotation
• List of options
Structure
• 30 minutes to 2
hours
• 20% on prospect
• 80% on you
Goals
• Qualify
• Build interest in
purchasing your
product
• Close for purchase
Questions
• Pain
• Current
Environment
• Qualifying
• Closing
20. Hello, [Contact’s Name]. This is [Your Name] with [Your Company].
Have I caught you in the middle of anything?
Value Prop
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
21. Great. The reason for my call is that I help business owners to:
• Develop a successful investment plan and strategy
• Improve their decision-making regarding investing
• Establish true financial freedom
• Increase personal wealth
• Get their money working harder to increase the rate of return
• Minimize their exposure to taxes
• Decrease the amount of financial stress in their life
• Improve their quality of life and work-life balance
But I am not sure if we can help you in the same way and that is why I am
reaching out with a question or two.
Value Prop
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
22. • How do you feel about your current plan or strategy for your personal
investments?
• Do you currently have a plan or strategy?
• Do you feel like you know what to do regarding your investments?
• Are you aware of the different investment options that are available to
you?
• How much of a priority is financial freedom for you?
• Do you feel like your current plan and strategy will lead to wealth and
financial freedom?
• Are you interested in ways to minimize the amount of taxes that you have
to pay from the money you earn?
• Do you think your level of stress about finances is normal or above
average?
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
23. • Are you currently working with any type of financial advisor or advisory
firm?
• How long have you been working with them?
• How is everything going?
• How happy are you with the return that you are currently seeing on your
investments and savings?
• What are some things you think could be better?
• When was the last time you looked at other options in this area?
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
24. A lot of business owners I work with have concerns that:
• Don't have a good plan or strategy for investments
• It can be difficult to know what to do with investing
• It is difficult to achieve financial freedom
• Not getting the best possible rate of return from investments
• Taxes taking too much out of the gains from investments
• Personal finances can cause a lot of stress in everyday life
• Not able to fully enjoy life from working too much and having stress from
personal finances
Are you concerned about any of those?
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
25. Based on what you shared, it might make sense to talk more because these
are the areas that I help with.
As I mentioned, I am with [Company Name] and I provide:
• Financial planning
• Investment advice
• Retirement planning
• Portfolio management
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
26. • I worked with a small business owner and developed a new investment
plan and strategy.
• Not only was I able to improve returns by 17%, but I also decreased the
amount of time that she had to spend managing her investments.
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
27. But I have called you out of the blue and I am not sure if this is the best time
to discuss this.
Are you interested in discussing this a little more?
Are you available for a brief 15 to 20-minute meeting where I can share
some examples of how I have helped other business owners to:
• Generate an extra stream of revenue
• Have a tool to recommend in the area of proposal
Are you available on Tuesday or Thursday morning? Or are you available to
continue talking about this now?
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
Before we go any further, let’s clearly discuss what objections are.
Objections are a prospect’s best weapon when they answer your cold call. They are statements or questions that the prospect will throw at you and they are like mini stops signs that the prospect will hold up. They use to try to take a control of the call and take it in a direction of their choosing. And if they begin to feel like you are selling something when they are not looking to buy, they will want try to end the call and will use objections to get there as soon as possible.
Now let’s take a look at common objections and ones that you are just about guaranteed to run up against.
I am busy right now. Who are you with?
What is this in regards to?
I am not interested.
Just send me some information.
We already use somebody.
We are not looking to make a change right now.
We do not have any budge to spend.
Those are eight objections that consistently come up. You could maybe tweak those for your situation, and add a couple that are specific to your products, you would have a complete list of objections to be prepared for. As part of this training, we will explain these one at a time and show you how to get around them.
Before we go any further, let’s clearly discuss what objections are.
Objections are a prospect’s best weapon when they answer your cold call. They are statements or questions that the prospect will throw at you and they are like mini stops signs that the prospect will hold up. They use to try to take a control of the call and take it in a direction of their choosing. And if they begin to feel like you are selling something when they are not looking to buy, they will want try to end the call and will use objections to get there as soon as possible.
Now let’s take a look at common objections and ones that you are just about guaranteed to run up against.
I am busy right now. Who are you with?
What is this in regards to?
I am not interested.
Just send me some information.
We already use somebody.
We are not looking to make a change right now.
We do not have any budge to spend.
Those are eight objections that consistently come up. You could maybe tweak those for your situation, and add a couple that are specific to your products, you would have a complete list of objections to be prepared for. As part of this training, we will explain these one at a time and show you how to get around them.