Prospecting Success
The only 3 things you can control in prospecting
What are Actions, Reactions and Mindset
Aflac Total Care is a three part solution comprised of...
What are People, Product and Platform?
The 3-49 Market (Payroll) represents this percentage of our Market
What is 51%
When people are emotionally closed you cannot persuade them with logic or argument. When attempting to persuade emotionally closed people they become even more closed
What is the Cornerstone Principle
Many clients tell us... We may have a solution...
What is an Other Centered Position (O.C.P)
The number one reason for failure in sales
What is an empty pipeline?
This technology platform provides cloud based storage for employee data
What is Everwell?
These are the three primary contacts we will be dealing with when prospecting
Because we default to self, our natural approach to selling diminishes receptivity and the ability to create the most effective recommendation
What is the Default Principle
Sometimes we need to speak with someone other than the decision maker to gain additional insight
What is Insider information?
The more you need a deal the less likely you will be to close it
What is the Law of Desperation?
This Service allows Employees to see a medical provider for minor issues and not be absent from work
What is MeMD?
When Qualifying Leads you must ensure you check this list before calling
What is the Do Not Call List?
To gain trust and credibility with your customers
What is be Other Centered?
You have 10 seconds to ...
What is Quiet the Voices?
Reference
Engage
The prospecting I do will pay off over the next 30 days
What is the 30 day rule?
The average victim of Identity Theft spends this many hours with banks and credit cards trying to resolve the issue
What is 25?
When should I prepare my list 50 leads for the
What is the day before?
People initially resist any outside pressure to think or act differently, even if it is in their best interest – especially if they feel they are being forced and their right to choose has been taken away. Simply put, they must have the freedom to choose
What is the Tug of War Principle?
You have 30 seconds to
What is Share the Call Objective?
OCP
Drop the Rope
Ask for Discovery
If I can close one out of 15 prospects I must add at least 15 new prospects for each sale I make
What is the Law of Replacement?
As a Benefits Advisor these are the 3 values you provide to your clients
What are Accessibility, Knowledge and Service?
This group of businesses represent 31% of the market...
What is Small Business Direct?
Decision makers only respond if your message aligns to a perceived need and communicates unknown insights about how to address that need
What is the RAS Principle?
You have up to three minutes to conduct a discovery conversation to determine if a meeting is ...
What is in their best interest