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 ISBN 1 85609 056 6

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