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Overview
1.The Principles and Psychology of Advocacy Selling
Session One conveys the sales
psychology that underlines Dr. Sziklai's
Advocacy System™
and shows how a power shift between the agent and prospect can result
from changing the agent's paradigm to that of an advocate.
2.
The Agent as an Advocate
Session Two helps agents begin
the process of rethinking their role “as Advocates”,
the image they have of themselves, and the messages they are communicating
to their prospects. As an Advocate, the agent transcends the role
of product sales person.
3. Prospecting
Session Three prepares agents for learning the recommendation prospecting system and shows them how to gain access to a large number of qualified prospects.
4. Asking for Recommendations
Session Four teaches the language and mechanics of obtaining recommendations from existing clients and centers of influence at policy delivery, at
"failed sales" and in a variety of other situations.
5. How to Turn Recommendations into Appointments
Session Five provides instructions for processing written recommendations and building routines out of
"recommendation prospecting".
6. Dealing with Objections and Conducting The First Meeting
Session Six helps agents better understand the nature of objections and how to deal with them effectively. Agents will learn how to improve the effectiveness of their First Meeting with the prospect by obtaining a Fact Finder in short order, and by gaining other information from the prospect that will help the agent in closing and obtaining recommendations.
7. Compressing “The Close” Using the Language of Advocacy
Session Seven looks at the psychology of the decision-making and closing process from the Advocacy perspective and instructs agents on how to compress the closing cycle by bringing a sense of urgency to the close. Agents will learn to identify words and behaviors in their communication that work against them. In the language of Advocacy,
"scrubbing
your vocabulary"
is an important part of developing an agent's ability to communicate as an Advocate.
8. Creating an Entrepreneurial Business Structure
Session Eight teaches agents
how to respond to the significant increase in business volume that
will result from the Advocacy
System™
approach. Agents will learn how to leverage this growth to take
their practice to the next level, operating as an entrepreneurial
business entity rather than as a single practitioner.
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