New York life

Question 1

What do Objectives do?

Answer 1

Guide you towards a deserved outcome

Question 2

What do objectives help you determine

Answer 2

If you were successful in the interaction

Question 3

What are the best objectives?

Answer 3

Specific Appropriate and Measurable

Question 4

What does Specific mean?

Answer 4

Describe exactly what you want to accomplish

Question 5

Appropriate

Answer 5

Identify the right objective based on where you are in the sales process

Question 6

Measurable

Answer 6

Describe quantifiable you have accomplished your objective

Question 7

What must a strong objective have

Answer 7

It must be strong effective and objective and be specific appropriate and measurable

Question 8

How should you open

Answer 8

With confidence

Question 9

How should you introduce yourself

Answer 9

Firm Shake hands make eye contact smile.
Show genuine enthusiasm for repressing New York life and the oppurrtunity to help them
Build rapport and make a connection

Question 10

What do you need to plan for the opening

Answer 10

Objectives and a legitimate purpose statement

Question 11

What does an LPS do and contain

Answer 11

An LPS defines for the prospect what will be accomplished in the meeting and what is in it for them

Question 12

Purpose

Answer 12

What will be accomplished in the interaction part of the LPS

Question 13

Legitimate

Answer 13

Clear benefits to the prospect

Question 14

What needs to be done after you deliver the LPS

Answer 14

That he or she agrees with the process

Question 15

Once you have delivered the LPS what do you need to do

Answer 15

That he agrees with the process. A concise close ended question works well to confirm

Question 16

What does the LPS do?

Answer 16

It enables you to confirm with the prospect that he or she agrees with the process.it also aids into smoothly transitioning into asking questions and discovering needs

Question 17

What should be used as the LPS

Answer 17

A concise closed ended question works well to confirm

Question 18

What are other things you may want to get from an appointment

Answer 18

Information you want to know
Feedback you want to get
Questions you want to ask

Question 19

What type of LPS should be used for the appointment

Answer 19

A unique one for each appointment

Question 20

Example of Opening

Answer 20

I’m this hour we have together, i would like to take some time to discuss options aimed at addressing any needs or goals you may have concerning you and your family?
Does that sound okay with you?

Question 21

Discovering

Answer 21

For our time together today, I would like to ask you some questions around your goals and needs for retirement so that together we can best determine what solutions work best for your specific situation. How does that sound to you?

Question 22

Presenting

Answer 22

During this appointment with you, I would like to present a solution focused on helping you reach the financial goals you have shared with me. Does this meet your expectations for this appointment?

Question 23

Closing

Answer 23

For this time we have together this morning, I would like to go over the policy and answer questions you may have. Does that work for you?