GATEKEEPER
HOW DO YOU ASK FOR THE DECISION MAKER?
"WOULD YOU LET"
WHO IS THE DM?
PERSON THAT MAKES OVERALL BUSINESS DECISIONS
WHAT IS THE TIE DOWN FOR MOST OBJECTIONS?
IS NOW A GOOD TIME
HOW MANY TOTAL SLIDES ARE IN THE PRESENTATION?
13
WHAT DOES PAC STAND FOR?
PRE APPROACH CALL
DO YOU HAVE AN APPOINTMENT OR ARE THEY EXPECTING YOU IN?
ACTUALLY, (THATS WHY) I NEED TO SPEAK TO ___ DIRECTLY
WHAT IS THE TIE DOWN IN THE DM SCRIPT?
I REALIZE YOU MAY BE BUSY, IS NOW A GOOD TIME?
IS THIS LIKE AFLAC?
NO, ACTUALLY WHAT WE OFFER IS VERY DIFFERENT. IT TAKES ABOUT 15-20 MINUTES TO GO OVER, IS NOW A GOOD TIME?
WHAT ARE THE TWO INTRODUCTORY OFFERS?
NO COST DISCOUNT CARD AND $3K ADP
HOW MANY WALKINS SHOULD YOU HAVE DONE BY THE END OF FIELD TRAINING?
160
WHAT METHOD OF RAPPORT DO WE USE FOR THE GATEKEEPER?
F.O.R
HOW DO WE KNOW THAT THEY MIGHT QUALIFY FOR OUR WORKSITE ADVANTAGE PROGRAM?
BASED ON THE PAC CALL
GREAT QUESTION, THAT IS WHY I NEED 15 MINUTES OF YOUR TIME, MAY WE STEP INTO YOUR OFFICE?
OBJECTION 9
WHAT SLIDE IS THE 10RCW?
9
WHO IS YOUR GATEKEEPER?
ANYONE THAT IS NOT THE DECISION MAKER
WHAT IS AN OPEN ENDED QUESTION?
WHO, WHY, WHAT, WHERE, WHEN, OR HOW
WHAT METHOD OF RAPPORT DO WE USE FOR THE DM?
RESEARCH
I HATE INSURANCE
I UNDERSTAND. WE HAVE OTHER CLIENTS WHO HAD SIMILAR EXPERIENCES BEFORE DOING BUSINESS WITH US. SERVICE IS A BIG PART OF ANY BENEFITS PROGRAM AND IS CERTAINLY SOMETHING WE TAKE A LOT OF PRIDE IN, IS NOW A GOOD TIME?
WHAT IS THE PRETAX LIMIT FOR THE GROUP TERM 65?
$50,000
HOW MANY PASSING TDS DID CALEB WILLIAMS HAVE IN HIS ROOKIE SEASON?
20
WHAT IS RAPPORT?
THE RESULT OF A GOOD CONVERSATION
WE HELP ____ PROVIDE VALUABLE BENEFITS TO THEIR ____, WHILE CREATING A TAX ____ FOR THE ____, AT NO COST TO THE ___. I REALIZE YOU MAY BE BUSY, _______?
WE HELP BUSINESSES PROVIDE VALUABLE BENEFITS TO THEIR EMPLOYEES, WHILE CREATING A TAX SAVINGS FOR THE COMPANY, AT NO COST TO THE BUSINESS. I REALIZE YOU MAY BE BUSY, IS NOW A GOOD TIME?
I C C U Y S T H J M M B I T I Y H A F M T L A T W W H B A T H O E A N C T T Y W S T B, I N A G T
I can certainly understand you saying that having just met me, but I think if you had a few minutes to look at the ways we have been able to help other employers, at no cost to them, you would see the benefit. Is now a good time?
HOW MANY PRODUCTS DO WE TALK ABOUT IN THE SLIDES?
8
WHO INVENTED ONE OF THE FIRST CONCEPTS OF INSURANCE?
PIRATES