Ted Spratt approaches this increasingly difficult area of service from a new angle showing how to increase sales, improve client retention, improve closing ratios, raise sales values, increase the quality and number of referrals.

Author: Ted Spratt

 

Contents

 

Preface

 

Contents

 

1. PURPOSE OF THE BOOK

To increase sales, improve client retention, improve closing ratio, raise sale value, improve the quality of referrals and to increase the number of referrals.

 

2. MY STORY

To show that I have been there and this book is not just words

 

3. SETTING THE SCENE

Half way to sale before you even see ot speak to a client 

4. HOW TO SELL YOURSELF

By using the client's existing portfolio

 

A. MAKING LIFE EASY

The art of delegating your prospecting

 

B. MAKING LIFE EASY

By arranging for your client to make your next appointment

 

C. MAKING LIFE EASY

The delivery of the policy

 

D. MAKING LIFE EASY

Objections - What objections?

 

E. MAKING LIFE EASY

Using service as a sales and prospecting tool

 

5. THE FACT FINDING PROCESS

You cannot build without bricks and mortar. The bricks are the 'facts' the mortar is their 'feelings'

 

6. OBTAINING A COMMITMENT

Obtaining a realisation that benefits are worth paying for

 

7. A LIFE ASSURANCE SALE

The guarenteed income that cannot become redundant

 

8. A PHI SALE

Income value guaranteed until retirement

 

9. A CRITICAL ILLNESS SALE

How to manage if you 'die a little at a time'

 

10. A PRIVATE MEDICAL SALE

Help when and where you want it

 

11. A PRE-PAID FUNERAL PLAN SALE

Save someone a problem - a loving act

 

12. A LONG TERM CARE SALE

Who will if you don't?

 

13. A MORTGAGE SALE

Open the door to sales

 

14. A PENSION SALE

Pay a little now, live a lot later

 

15. A SAVINGS AND INVESTMENT SALE

That little extra

 

16. CHARITABLE GIVING

'I know of no more encouraging fact that the unquestionable ability of man to elevate his life by a conscious effort' Henry David Thoreau (1817 - 1862)

 

17. ROME WAS NOT BUILT IN A DAY

Comment ' The impossible is often the untried' Jim Goodwin 

Title: A sale is only the beginning. Sell, more, easily
Product Code: 4405q096
ISBN: ISBN 13: 978-1-85609-056-8 (9781856090568), ISBN 10: 1-85609-056-6 (1856090566)
Published Date:
Binding Format: Paperback
Weight: 0.30 kg