Show:
Values
Partnership
Connections
Questions
It's Math
100
The best way to determine what someone's value system looks like
What is asking questions?
100
This is what decision makers base their buying decisions on in the 401k world
What is trust?
100
The most important part of building a connection
What is understanding the value system?
100
The people that you should be asking thought provoking questions to...
Who are decision makers?
100
Statistics in 401k sales drive this...
What is guaranteed output?
200
Answers to your questioning strategy will reveal this...
What is a value system?
200
The type of approach that should be made instead of selling transactionally
What is a long term approach?
200
The three standard questions you develop should provoke this...
What is thought and/or conversation?
200
When building your questioning strategy, each question should be designed to do this...
What is provoke thought?
200
This is the tool you can use to manage your math...
What is your pipeline?
300
Value systems are what drive these...
What are buying decisions?
300
You need to find this out in order to solidify your status as a partner
What drives change?
300
In order to build a connection, you must learn how and why your prospect does this...
What is change?
300
These are the things that help us build trust...
What are good questions?
300
Starting at your desired result and working your way backwards
What is building backwards?
400
The process by which a prospect realizes that your product or service fits their value system
What is connecting the dots?
400
A good way to build a partnership is to understand this...
What is the long sales cycle?
400
Creating a connection helps overcome this...
What is inertia?
400
Knowing what questions to ask you want prospect before you meet
What is planning ahead?
400
Being true to yourself, and knowing what you are capable of
What is being honest with your numbers?
500
You need to have these setup ahead of time in order to uncover values
What are three standard questions?
500
Focusing on the customer's time frame and value system to learn how and why they change
What is being a good partner?
500
Being different than the pack, and knowing how to build a real connection will result in this...
What is being a partner, not a vendor?
500
Asking interesting questions
What drives interesting conversation?
500
Knowing exactly what you need in each part of your pipeline to hit your sales goals
What is knowing YOUR numbers?