Final Expense Presentation by Tim W

[0b1kanobee]

going on 5 pages now, can anyone share the presentation, please?

There might be a presentation but it won't do you a whole lot of good. Guys like him think so fast and adapt during a presentation, ect. ect.

It would be like you asking to see a video of Kobe Bryant doing a turn around fade away jump shot over Dwight Howard and then expecting after you see it to be able to go and do it.

I would find it hard to believe he has some sort of canned presentation.

 

[HomeService]

Watch massive episodes of "The Office". Pay attention to Jim and Dwight Schrute. There's your presentation.

 

[rousemark]

I would find it hard to believe he has some sort of canned presentation.

I would find it hard to believe that he doesn't..

 

[jdeasy]

I would find it hard to believe that he doesn't..

He does both. He has a prsentation that he sticks to and he has people skills that let him go in whatever direction the appointment takes. The latter is more important.

 

[0b1kanobee]

He does both. He has a prsentation that he sticks to and he has people skills that let him go in whatever direction the appointment takes. The latter is more important.

That's what I mean and you can't learn that from listening to a presentation. You can get some overall dynamics but that's about it.

A lot of it has to do with being in control of the presentation or sales process. I don't think of it as a presentation. A presentation is when you talk and other people listen. The sales process is when prospects talk and you do most of the listening. The control factor I speak of comes from you asking the right questions which could go into many directions to keep the prospect where you want them.

Canned sales processes don't work. It's like a canned presentation. If you are going to have one of those, you need to have your audience remain relatively silent and hold questions to the end. It's the only way it can be 'canned'.

I think that the term presentation and sales process he uses are being confused here. If you listened to 50 of his appointments I think one would understand.

I don't like to relate it to timeshare sales but there was one timeshare where we had to stick to a certain script or presentation and the closers would literally stand within earshot while you sold. It didn't matter if you sold or not because if you deviated you got yelled at. Eventually you got fired. Why? Because it's all about control to them as well. Some salespeople did ok and some did fairly well but the real big hitters who made 250k and up worked at places where they didn't make you follow a certain script or presentation. You used 'your' sales process. If that meant telling the husband while the wife went to the bathroom that you would take him out on the strip and show him a good time when he came back then that's what you said. BTW that guy bought. If it meant telling the husband who told you his marriage was on the rocks that this would bring him and his wife closer together then that is what you said. BTW that couple bought too.

Hard to teach this kind of stuff from a book or from a sales tape. Some of the things you say could be offensive but it is HOW YOU SAY IT that makes all the difference. When that one guy was told about the strip night fun time it was said almost like it was being whispered to him like "don't tell anyone but when you come back.......". It was also set up just like other things in the sales process. Many times a top closer will set his customer up for what he/she is about to say.

It also helped that it was a female who said she would take that guy out on the strip but she was gay and he knew it. Probably helped that he was in Vegas at the time too. You use everything at your disposal to your advantage.

 

[Oneputt]

I have to agree with JD and Ob1. Sales come much easier when observations force us to alter our preconceptions or canned presentation. Those that can alter their sales approach sell circles around the average person. The skill lies in recognizing and then responding correctly. For some this is a God given talent they refine over the years and for others it is much harder to do, if at all. That is why a "warm up" is so important. This is the time we get to know the prospect by more that their name and get a feel for their personality and what makes them tick.

Being able to handle different personalities and still maintain control of the presentation is an art and a skill.

 

[rousemark]

That's what I mean and you can't learn that from listening to a presentation. You can get some overall dynamics but that's about it.

A lot of it has to do with being in control of the presentation or sales process. I don't think of it as a presentation. A presentation is when you talk and other people listen. The sales process is when prospects talk and you do most of the listening. The control factor I speak of comes from you asking the right questions which could go into many directions to keep the prospect where you want them.

Canned sales processes don't work. It's like a canned presentation. If you are going to have one of those, you need to have your audience remain relatively silent and hold questions to the end. It's the only way it can be 'canned'.

I think that the term presentation and sales process he uses are being confused here. If you listened to 50 of his appointments I think one would understand.

I don't like to relate it to timeshare sales but there was one timeshare where we had to stick to a certain script or presentation and the closers would literally stand within earshot while you sold. It didn't matter if you sold or not because if you deviated you got yelled at. Eventually you got fired. Why? Because it's all about control to them as well. Some salespeople did ok and some did fairly well but the real big hitters who made 250k and up worked at places where they didn't make you follow a certain script or presentation. You used 'your' sales process. If that meant telling the husband while the wife went to the bathroom that you would take him out on the strip and show him a good time when he came back then that's what you said. BTW that guy bought. If it meant telling the husband who told you his marriage was on the rocks that this would bring him and his wife closer together then that is what you said. BTW that couple bought too.

Hard to teach this kind of stuff from a book or from a sales tape. Some of the things you say could be offensive but it is HOW YOU SAY IT that makes all the difference. When that one guy was told about the strip night fun time it was said almost like it was being whispered to him like "don't tell anyone but when you come back.......". It was also set up just like other things in the sales process. Many times a top closer will set his customer up for what he/she is about to say.

It also helped that it was a female who said she would take that guy out on the strip but she was gay and he knew it. Probably helped that he was in Vegas at the time too. You use everything at your disposal to your advantage.

Perhaps what we have is a difference in our definition of what a "canned" presentation is.. Every good salesman I have ever met uses one to keep them on track. However, a good presentation elicits information and questions from the prospect all during the presentation. An effective "canned" presentation is presented in a way that you would never know it was canned if you hadn't heard the agent present it time and time again. The advantage is if the process gets off track, the agent can go back seamlessly to where he left off, bringing the conversation back to where it should be.

It is not a spiel where you take off and go through it uninterrupted. Those seldom are effective.

 

[0b1kanobee]

Every good salesman I have ever met

I agree but they are superstars when we speak of guys like TW and some people I know. These aren't good salesman. These are salesman of the highest caliber. They are Super Duper Stars.
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However, a good presentation elicits information and questions from the prospect all during the presentation.

Superstars do that and beyond. They do takeaways, say things that others might not have the balls to say, ask things that others might not feel cozy with, come across so powerful and confident, ect. ect.

Take basketball again. You have your good players right. You know they are good for so many points a game ect. (usually). Take a guy like Kobi or Jordon back in the day and you know that guy is gonna go out there and put up BIG numbers. He has talents mainly which is adaptability and a work ethic to go along with it.

There are good salesman and there are superstar salesman just like basketball.

If you want to take your sales career to the next level, I suggest reading or getting the CD The Closers by Ben Gay III. There are two versions. Beginner and advanced. He even warns you that you must be careful. Some things if not done right or said to the wrong person could get your teeth kicked in by the prospect.

BTW I'm not debating with you. I'm just trying to get some of these newbies and oldies to understand that being good is a good thing. We can't all be a TW is all. Like I said, you could take a guy like TW (probably) and say here is Amway and it is your only opportunity in life and he'd probably go out and run with it and do well. They are talented well oiled machines with an uninhibited drive for success. They allow no object to stand in their way of their goals.

Speaking of goals, they are also of utmost importance for those type of people.

 

[rousemark]

I agree but they are superstars when we speak of guys like TW and some people I know. These aren't good salesman. These are salesman of the highest caliber. They are Super Duper Stars.
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Superstars do that and beyond. They do takeaways, say things that others might not have the balls to say, ask things that others might not feel cozy with, come across so powerful and confident, ect. ect.

Take basketball again. You have your good players right. You know they are good for so many points a game ect. (usually). Take a guy like Kobi or Jordon back in the day and you know that guy is gonna go out there and put up BIG numbers. He has talents mainly which is adaptability and a work ethic to go along with it.

There are good salesman and there are superstar salesman just like basketball.

If you want to take your sales career to the next level, I suggest reading or getting the CD The Closers by Ben Gay III. There are two versions. Beginner and advanced. He even warns you that you must be careful. Some things if not done right or said to the wrong person could get your teeth kicked in by the prospect.

BTW I'm not debating with you. I'm just trying to get some of these newbies and oldies to understand that being good is a good thing. We can't all be a TW is all. Like I said, you could take a guy like TW (probably) and say here is Amway and it is your only opportunity in life and he'd probably go out and run with it and do well. They are talented well oiled machines with an uninhibited drive for success. They allow no object to stand in their way of their goals.

Speaking of goals, they are also of utmost importance for those type of people.

The "good salesman" I had in mind would be MDRT, Court of the Table, Top of the Table.. Ben Feldman types.. Don't know if you would consider them superstars. I have never heard one of them speak at meetings that the didn't allude to what could be considered a "canned" presentation. A GOOD canned presentation does all the things you speak about. But it provides a track to run on. If a newbie walks into see prospect with a plan, a track, canned presentation or whatever you want to call it, he is going to fail.. he will end of loosing control of the interview and the prospect will dominate.

When I started, I worked the family market and used a presentation called, "Have You made Your Fortune". It allowed for discussion of teh prospects wants and needs but also worked as a need builder and kept things on track. At times, I would get lazy and not use it but soon found that not only was my closing ratio higher with it, I also walked away with more premium and the ones where I used it were much more likely to stay on the books.

When I moved into management, I taught it to my agents. The ones that didn't like "canned presentations" and didn't use it had a much higher failure rate.

I agree that there are those that would succeed no matter what they sold.. In the long run, they tend to have a better work ethic and are more disciplined that the average person. Plus, they have the ability to make themselves do the things they would rather not do. Not everyone can do that.

 

[Jake07712]

Years ago I learned that if I sold the same product over & over again, I would fall into the same presentation with almost every prospect. I decided to script myself, (using all of the help I could get), so I would be as productive as possible. When I changed from selling mortgage protection to FE, this forum became an invaluable source of information,