Bootcamp Flashcards
The learning process _________ _________.
Never stops
When you have a program that is _____ ______ for people, it’s your _____________ to share it with them. Primerica’s programs will make you a ______ to both existing and new clients and recruits.
Truly good
Obligation
Hero
- Your first goal when you meet people is to help them to ______ you, -______ you, and want to ________ to you.
Like
Trust
Listen
- Be _______-_______. Learn the buzz words of your clients industries.
Multi-lingual
- _______ _________—This includes repeating phrases such as your positive glamour words so often that they become ____________ and this negative.
______ ________—Interjecting a sound or word when trying to gather your thoughts.
Hobby Horses
Redundant
Seal talk
- Primerica Greatness comes to those who Master the Fundamentals.
A. ________ _________
They must perceive me as an extremely __________ expert advisor as soon as possible.
Product knowledge
Competent
- Primerica Greatness comes to those who Master the Fundamentals.
B.__________ ________
- _________
- _________ _________
- ___________
- ___________
- ___________ ___________
- _______ ___ _______
- _______ _______ ________
B. People skills
- Prospecting
- Original contact
- Qualification
- Presentation
- Addressing concerns
- Closing the sale
- Getting quality introductions
- Primerica Greatness comes to those who Master the Fundamentals.
A__________
E___________
D__________
And G_____
Attitude
Enthusiasm
Discipline
Goals
- Your main objective in a presentation is to __________, ___________, and have ____. You also must develop and present a message of hope for the future.
Educate
Motivate
Fun
- No one buys _______. They buy _________, then defend their decisions __________.
Logically
Emotionally
Logically
- The main emotion we must control is the potential clients _____. Fear causes them to reflexively say “No”
Fear
- Contract
Agreement
Paperwork
Form
Application
- Cost or Price
Total amount
- Start up cost
Initial amount
- Monthly payment
Monthly amount
- Sell or Sold
Get them involved
- Sign
Ok
Approve
Authorize
Endorse
- Deal
Opportunity
Objections
Concerns
Areas of concerns
- Problems
Challenges
Appointment
Visit
Pop by and visit
- Remember the #1 topics people like to talk about are ______a and their
______. _______.
Themselves
Loved ones
- It’s my job to _________ and ______ ___ _________ as to which program is best for them.
Every answer must confirm the fact that they are _____ ______.
If my tactics are sound , they can’t _____me.
The ______ the words the better if you want to close lots of sales. Beware of anything that lengthens your presentation.
Qualify
Make the decision
- Going ahead
- Fight
- Fewer
- I must stay within my _____ ________.
Time limits
- Why we ask questions:
- To _____ ________of the conversation
- To _________ ______ ________
- To receive ______ ______________.
- To arouse and control ____________.
5 to uncover ________ ______[__
- Gain control
- Isolate areas of concerns
- Minor agreements
- Emotions
- Hidden fears
- _____-_______—A question at the end of a sentence that demands a ‘Yes’
a. John and Mary , resolving debt issues and Saving money for the future just makes sense, _____ ___?
b. You’re open to looking at a way to generate additional income for your family, _____ ____?
Tie-Down
a. Doesn’t it?
b. Aren’t you?
- _________ ___ _______—A question with two answers. Either answer is a minor agreement leading toward the major decision. Best used for 1)time of appointment
2) location to meet and 3)start up date.
a. I’m available to meet with you tonight at 6pm or would tomorrow at 8pm be better?
B. John and Mary, based on your monthly shortfall, which would you prefer—to drastically reduce your financial goals and dreams or possibly explore a way to earn increased income?
Alternate of Choice
- _________—A question the clients must ask themselves after they get involved. It mentally throws them into the future snd admssumes ownership.
Program:
Based on how much our program will give you to enjoy in retirement, Mary, what are some of the things you look forward to doing?
Recruit:
John and Mary, once we review all your data and see what options make the most sense for your particular situation, if the only thing missing is enough income to achieve your goals, would you be open to look g st something part-time to potentially increase your income?
- Porcupine—-answering the right question with a question and then with their response, moving on to the paperwork or to your tablet
Client: How long does the analysis take?
You: John, we’re rather FLEXIBLE. About how much time could you and Matt invest in analyzing how to achieve your financial goals?
Client: how much time do you need to commit?
You: we have both part time and full time opportunities, John. How much time do you think you could invest to begin building your own business?
- When you ask the right questions, potential clients and recruits will tell you exactly what they want to own. You listen for their ____, their _____, their_____, and their ___________. Make notes (either mental or in writing) of those pain points. You will refer to them when you explain how your program and opportunity resolve those issues.
Pains
Needs
Wants
Desires
- Four keys to closing sooner
Will help you quickly lower sales resistance and increase sales acceptance
Trust. I feel no trust
Need. I feel no need
Help. I don’t need help
Hurry. I feel no hurry
- What is it?
In a nutshell. What I’ll do is help you and Mary developed a plan to accomplish any and all of your financial goals. So what I’d like to do is set a time to get together with you and Mary share the same information I shared with Bill and Susan. I’m available tonight at 8pm or tomorrow evening at 6pm. Which would be better for you and Mary?
- I want to think it over
If you have done everything previously taught, this should only be a _______. The reason this stall eliminates closed sales is that it’s almost like a _______.
STALL
GHOST
That’s fine John. Obviously, you wouldn’t take your time thinking this over unless you were seriously interested, would you? If so, may I assumed will give it very careful consideration? Just to clarify my thinking, but phase of this opportunity do you want to think over, Is that the quality of the service all renter? Is it something I have forgotten to cover? Seriously, please level with me, could it be the money?
- Get them to the _________ _________.
Kitchen table
John and Mary May I ask your favor? I want to do a good job of sharing information with you tonight. We find it works best if we are seated at kitchen table. You wouldn’t Mind if we sat there, would you?
- Match their _____ and _____ of speech for ___ seconds.
Step 7 Search for _______ _______. When appropriate, use light humor. If they laugh at something funny, it’s a form of acceptance
Step 8. Give a _________ _________.
Speed
Volume
90 seconds
Common ground
Sincere complement
- Create, learn, and use a comfortable get down to business statement
Let me begin by thanking you for the time to share. I hope you can consider this meeting somewhat exploratory, meaning my job tonight as a Primerica representative is to show you our dynamic company and how we are helping millions of families work on reducing debt and reaching their long term goals for financial independence.
- Use an ________ ________ it’s a statement designed to ________ ____ ______ for your meeting so your future client knows what’s about to take place. You also need to let them know it’s ok to say “no” in order to relieve any pressure they may be feeling.
“ john and Mary, if you don’t mind, let me explain how we’ll proceed tonight. First, I’ll tell you a little bit about Primerica. Then, in order to direct our attention specifically to your needs. I’ll ask you some questions. Next, I’ll show you how our program addresses your specific needs and then cover the money aspects so you will feel comfortable before making any decisions.
Intent statements
Introduce the agenda
- Also, please realize neither Primerica nor I believe in ____-______ ______. And, we realize our program is ____ ____ ___________. It may or may not be right for you. I just hope you’ll _____ ___ _____ _______ and at the end of your time together you’ll tell me if you think one of our programs is right for you. Does that sound okay to you?
High pressure tactics
Not for everyone
Keep an open mind
