Sell the appointment first

1. Sell the Appointment First
“Nothing ever happens to you, things happen because of you”
 Open call with non business related smooze
 Use a question to open conversation
 Be authentic, sincere - show interest
 Find creative ways to get attention
 Encourage them to want more

2. Sell the Appointment First
“Nothing ever happens to you, things happen because of you”
 Have a purpose or objective for every appointment
 Spark an interest about the value you offer
 Don’t be boring
 Consistently ask how you can help?
 Sell the appointment first

3. Engage with Questions
“If it’s to be, it’s up to me”
 Create a set of compelling questions
 Leave them wanting more
 Ask engaging questions to get to know them better
 Unlock their reason for buying
 Be friendly, well informed and uncover ways to help
 Discover what is in it for them
 What are their unique values and expectations?
Online Sales training solutions for further information please call: +27 83 229 7304

4. Sell the Appointment First
“Nothing ever happens to you, things happen because of you”
 Open call with non business related smooze
 Use a question to open conversation
 Be authentic, sincere - show interest
 Find creative ways to get attention
 Encourage them to want more

5. Your Combination Lock for Success in Selling
“I
will Until”
 Learn the art of using Lynchpin Questions
 Written down, engaging questions
 Consider New Information
 Differentiate yourself
 Help People to see things from your perspective
 Unlock Sales
 Prospects convince themselves about the value you offer
Online Sales training solutions for further information please call: +27 83 229 7304

6. What should your Lynchpin Questions do?
“Whether I believe I can sell or not, both ways I am right”
 Encourage prospect t evaluate new information
 Qualify and understand needs of customer
 Uncover how your value will support them
 Uncover Goals
 Makes the Prospect think
 Separate you from competition
 Encourage a buying atmosphere
Online Sales training solutions for further information please call: +27 83 229 7304

7. Examples of Lynchpin Questions
“I must accept 100 % responsibility for achieving my sales target”

If you owned your own company, which handled all your important investments. What would it do for you?
 What do you want your friends and family to think about, when you tell them about how you have invested your
money?
 When you think about investing your money, what do you see as crucial and non-negotiable?
 When investing their money, what do you think the three biggest mistakes people make?
 When investing their money, what are the three greatest opportunities people enjoy?
 If you spoke to a close family member now, what would you tell them about your current investments?
 If the returns on your investment were not according to your expectations, how would you know?
Online Sales training solutions for further information please call: +27 83 229 7304

8. Examples of Lynchpin Questions
“I must accept 100 % responsibility for achieving my sales target”
 If the charges being levied on your investments were higher than you expected, how would you know?
 What do you want your friends and family to think about, when you tell them about how you have invested your
money?
 After investing with us, who would the first person be that you would tell?
 What has been your experience when buying short term insurance in the past?
 When investing their money, what are the three greatest opportunities people enjoy?
 What have you found to be the most effective ways of investing your money?
 How do you propose someone act when they are handling your investments?
Online Sales training solutions for further information please call: +27 83 229 7304

9. Examples of Lynchpin Questions
“I must accept 100 % responsibility for achieving my sales target”
 How have you successfully used anyone in the past to draw up a will for you?
 How do you determine if an investment is performing the way you want?
 How have you used financial services products to secure your wealth?
 When I say investment what one word comes to mind?
 When I mention short term insurance, what one word comes to mind
 When I mention writing your will, what one word comes to mind?
Online Sales training solutions for further information please call: +27 83 229 7304

10. Lynchpin Questions Lock out the Competition?
“Believing starts the achieving”
 Draws out Likes and Dislikes
 Unlocks Prospects needs
 Reveals their Challenges
 Reduces or eliminates objections
 Creates Understanding
 Improves communication
 Helps to effortlessly close sales
Online Sales training solutions for further information please call: +27 83 229 7304

11. Developing your own Lynchpin Questions?
“Do you believe in what you sell”?
 What is the most important benefit you need…..?
 Who have you successfully used in the past to….?
 Describe your circumstances when things were better…..?
 How do you determine….?
 What do you look for….?
 What have you found….?
 How do you propose….?
Online Sales training solutions for further information please call: +27 83 229 7304