What is the primary reason MetLife wants to ensure we have a consistent Sales Process?
100
Ability to explore needs
What is questioning
100
The center of the process
What is valued client?
100
The number of meetings scheduled is a leading success indicator for this phase of the sales process.
What is Connect?
100
What kind of of investments do you have is an example of a question to uncover this type of information.
Current situation
200
Clients view Advisors as Trusted less than this % of time
What is 10%?
200
Ability to use empathy to connect
What is relating?
200
Discover takes place in this phase
What is Explore?
200
Clients agree to discuss a broader range of needs is a leading successi ndicator for this phase of the sales process
What is Explore?
200
Use effective listening skills to uncover these two types of messages.
What are content messages and emotional messages.
300
At the core of our producer's success with a client
What is Trust?
300
Ability to understand content and emotional message
What is Listening?
300
Case design takes place in this phase
What is Solve?
300
Two components of the Solve phase of the sales process
What are Analyze and Design?
300
A value statement should include these 3 parts
What are:
What you do
How you benefit others
How you do it
400
The 2 most important Ps related to client engagement model
What is Per Rep and Product Mix
400
Ability to project confidence
What is Presence?
400
The two components of the Collaborate phase?
What are Recommend and Consent?
400
Improved ratio of Discovery Meetings completed to Recommendation Meetings completed is a lagging success indicator of this phase of the sales process
What is Collaborate?
400
The 4 steps to resolving client concerns.
What are:
Relating: Acknowledge /Empathize
Question
Position
Check
500
Explain how CEM supports Profit and People
What is selling right products, right time and knowing product impact will increase and support profit and supporting the continued development and professionalism of our Producers
500
Ability to leverage client needs to be persuasive
What is Positioning?
500
The six phases of the sales process (in order)
What are Connect, Explore, Solve, Collaborate, Implement, Serve?
500
The two components of the Implement phase of the sales process
What are Act and Communicate?
500
5 of the 6 steps of the Client Dialog Framework
What are: Preparation, Set the Stage, Needs Dialogue,
Solutions Dialogue, Gain Agreement, Follow-up