Commitment Stage

Question 1

Use neutral and natural tone

Todays customer wants to be asked, heard and understood

Dont use word “close” ever. Its committing

Question 2

AT END OF SALES PROCESS TO GET THEM TO TAKE NEXT STEP TO SIGN UP (slow, relaxed, neutral tone)

John, Do you feel like this could be the answer for you (slow down during question)

Do you feel like this could be what you’re looking for, John ? (slow, relaxed tonality)

Do you feel like this could possibly be the answer for you to get you to an early retirement and get your estate in order?

Do you feel like this could possibly be the answer for you to ensure you save enough for retirement, and protect against big market declines?

Sally, do you feel like this is something you can have to protect your family in case something were to happen to you? (insurance, annuity, low risk investment)

Once they say “yes” follow up with…

Well why do you feel like it is though? (skeptical tone) (they are telling themselves)

They Reply

Do you feel like this is something you can have that will get you where you’re wanting to go? (makes them look at future)

Do you feel like this is something you can do that will get you where you’re wanting to go?

Do you feel like this is something you can use to get you where you’re wanting to go?

If they say yes

1. Can I ask why?
2. Well, why thought?

Can I ask why you feel it is?

3rd Commitment Question to Wrap UP

Well, you know John, I don’t have anything else to go over with you. It looks like we covered what you’re looking for. Really the next step is we make an arrangement for your accounts to transfer over and at that point we’ll “insert next steps”.

Question 3

Possible next steps

1. Once accounts transfer, I’ll start getting the investments reallocated to the proposal. I’ll get you login instructions so you have access to the portal and your investment accounts.
2. We’ll meet in two-four weeks to discuss the rest of your financial plan to come up with a few additional items to address

Would that be appropriate or how would you like to proceed from here, John? (curious tone, paced question)

Question 4

Commitment to schedule another meeting

Amy in order for us to do this for you, would it be appropriate for us to get out our calendars and schedule the next steps?

Question 5

NEXT STEPS

1. actions customer wants to take
2. actions customer wants me to take
3. Actions I offer to take
4. Actions I want customer to take

Avoid sales pressure

Use mirroring and good body language

Check in to make sure next steps are appropriate

Use words “authorize the agreement”

Address any other concerns your prospects want to bring up

Question 6

Checking in during presentation questions

1. would this help you
2. what do you see as the benefits for you
3. does this make sense
4. do you feel comfortable with what we covered so far
5. Would you feel comfortable with this
6. How does this look to you so far?
7. DO you have any quesitons so far?

Question 7

With your permission, what I’d like to suggest as the next step is that we….. “insert next step”

Possible next steps

1. …review your current investments and see what adjustments I can make
2. ….review your current financial plan and see how we can optimize it

…..look more closely at an investment I think would be approproiate for you

….schedule a call with our estate team to help come up with a plan

….send over your statements to my email, so that I can start developing an investment strategy for you

…schedule a follow up meeting to discuss your problems in greater detail.

Then ask a question (pause during question)

Would you feel comfortable with that

Would that work for you?

Mr. Xxxx, with your permission we can setup another appointment to see if what we are doing here would possibly work for your situation. Would that be appropriate?

Would it be appropriate for us to talk again on the phone/zoom/in person to see if I could help you?

Would it make sense for us to talk again to see if what we are doing will fit into what you’re looking for?

What do you see as the next step Mr. Xxxxx?

How do you want to proceed from here?

Would you be open to us having another conversation to see if we could possibly help you?