In January and February, we shared a sales process that will build VALUE when objections occur. If used correctly, the process will defuse an objection, uncover the true objection and build product value. It is important that you do not “miss a step” in the process because doing so may create a negative outcome. Remember, unless there is perceived VALUE, …
“A Guide to Building Value, Part Two”
In January we shared a sales process that will build VALUE when objections occur. If used correctly, the process will defuse an objection, uncover the true objection and build product value. It is important that you don’t “miss a step” in the process because doing so may create a negative outcome. Remember, unless there is perceived VALUE customers will not …
“A Guide to Building Value”
It is important that your customer understands the value of Payment Protection. Until value is established, they will not buy. Most customers do not ask you for PPI unless they have had it in the past and used it; therefore, with no value, objections may occur. The more you are prepared to address objections and build value, the more your …
“Are you Confusing Your Customer?”
Payment Protection has many features; however, not all features provide benefits. Each customer is different and when presenting Payment Protection, use only the features that will benefit them. If you discuss more than 2 or 3 features of PPI, you may be confusing your customer and confusion leads to no sale. So, let us review some of the great features …
“Never Give Up”
“Success is not final, failure is not fatal: It is the courage to continue that counts.” -Winston Churchill Winston Churchill was credited for the quote, “Never Give Up”. There are many variations and interpretations of this phrase by other famous figures; such as, Albert Einstein, Vince Lombardi and JK Rowling. Basically, it is a universal and timeless message that has …
“Let Your Customer Decide”
Sometimes it is necessary to just go back to the basics. We form habits that may be working very well and then when we get crushed for time so we fall into old or even bad habits. It is important to ensure that you give every customer the opportunity to protect their loan. Give them the “right to decide.” Remind …
“TMI-My Head Hurts”
Payment Protection has many features; however, not all features provide benefits. Customers are different so when presenting Payment Protection, use only the features that will benefit them. It’s very easy to “oversell” Payment Protection if you talk about the features. In fact, offering “Too Much Information” may be so confusing that your customer doesn’t want to hear anymore. Your customer …
“Too Much Could Be Overwhelming”
It’s always important to offer Payment Protection Insurance to every eligible borrower. Your customers have the right to know that they may protect their debt(s). As the lender, you have an obligation to provide them with the necessary information that will allow them to make a sound decision. Payment Protection has many features; however, explaining all PPI features may be …
“Don’t Assume”
Looking at your customers’ financial history may lead to offering appropriate products and services for their financial needs; however, might it also lead to making product assumptions? To deliver the best Customer Experience (CX), you need to know, not assume, what your customers want from you. Product assumptions regarding your customer expectations do not provide results. Fifty percent of companies …
“Are Your Young Customers Prepared for a Tragedy?”
The definition of “tragedy” is: “an event causing great suffering, destruction, and distress (such as a serious accident, crime or natural catastrophe)”. Tragedies can happen to anyone at any time and there is never a good time for one to happen. They just do! A tragedy is not planned. The question is this: how prepared are your customers when tragedy …