Brett Kitchen and Ethan Kap – P2 Virtual Selling Accelerator

What You Get:

MODULE 1: The Presuppositional Playbook Psychology

The most fundamental difference in face-to-face versus virtual selling is the absolute need to have the prospect be pushing for the sale. They must be the one driving for the solution. They have to want it more than you do. They have to be more engaged in the process than they are face-to-face. When you sell virtually, the more you talk, the worse your close rates will be.

When you are sitting with a prospect together, it’s easy to have the momentum of the meeting and the relationship you’ve developed together carry the sale to the finish line. This does not happen virtually. There is a distance, a void between you and the prospect that is easy for them to take your information and disappear, taking it to another advisor they know better.

Presuppositional Selling does two important things. First, it structures the sales interaction in such a way that the prospect discovers intrinsically the problems, pains, gains, and desire for a solution. One of the most powerful ways P2 selling works is helping the prospect see what they have not seen before. It changes context. It changes the frame.

The Crucial 1st Appointment

The first appointment in the leverage point that determines the success or failure of your entire sales process. Do a poor first appointment by talking too much or ‘spilling your candy in the lobby,’ and you’re doomed. Prospects won’t show up on the next call, and they will be lost and gone forever.

There is an art and a science to doing the first appointment effectively, and you’ll see exactly how to do it right. It starts with our 13-step first appointment playbook. In this playbook, you’ll get:

• How to steamroll the first 6 common objections you may receive at the beginning of a first appointment.
• How to create authority in the first 30 seconds of a first appointment, by doing the EXACT opposite of what your prospect expects—and what every other salesperson does.
• The Credibility Transfer: How to use “borrowed credibility” to get your prospects to trust you—even if they don’t know who you are.
• The PLI “Power Switch” Principle that flips the power dynamic, so YOU are perceived to have the power (and not the prospect).
• The One Eyed Man principle that STOPS the prospect from treating you like a salesperson.
• RAPID SUCCESS IN JUST 20 MINUTES: Learn how to do a first appointment in just 20 minutes over the phone, no technology needed.
• The Decision Matrix: This is the most critical part of the entire sale…and it’s made right here.
• STOP THE HATERS: How to ensure competitors, incumbents, and other ‘characters’ don’t blow up your sales with bad advice to your clients.
• The “golden thread of motivation”: This is the thread that holds the entire sale together.
• The “Fried Chicken Rule” that ensures your prospect is engaged and selling themselves, not tuning out.
• How to set ROCK SOLID second appointments to ensure you never get a ‘no show’ on your next appointment.
• The SOLUTION step: How to ensure you are sharing just enough to whet their appetite and create burning curiosity for the next appointment to get them coming back for more.

Plus, you’ll get the first appointment one-sheet. This one-page checklist gives you everything you need for the first appointment so you can follow it along while you are on the phone, ensuring your first appointments are as near-perfect as can be every time.

What to do between appointments to get your prospect to sell themselves on doing business with you and buying your products. (This is CRITICAL, if you aren’t sending these items, you are missing a golden opportunity.)

MODULE 2: The Objection Exterminator

If you think you can just take what you do now face-to-face—and start doing that virtually—THINK AGAIN. You don’t have the benefit of seeing your prospect’s faces, you can’t see the hesitation, the angst, or the disbelief in their body language. This is a whole new ball game. And what you do face-to-face doesn’t come close to the same experience as virtually.

You must be able to read your prospects’ mind and predict what they are thinking, BEFORE THEY EVEN KNOW WHAT THEY ARE THINKING, and systematically eliminate the objections ahead of time. Let the objections crop up on their own, and you are sunk before you ever get a chance to rebut them…because often you DON’T! Because you aren’t there.

That’s why learning the PRE-EMPTIVE STRIKE for objections is ESSENTIAL for selling virtually. When we teach you the PRE-EMPTIVE STRIKE—you’ll see how to read your prospects’ mind, so you can predict what they are going to ask before they even verbalize it…

This is the best way to overcome all objections. PLUS, in this module, you’ll get our completely scripted objection eliminator to destroy every objection that will come your way.

Here’s just a taste of what you’ll get in the objection elimination playbook:

• How to avoid having a local advisor kill your deals.
• How to overcome the “I’ve never met you objection.”
• How to ensure after you take the app they don’t go cold.
• How to avoid bad information on Google killing your sales.
• And any other objection, including: “This seems too good to be true.”
• “Why haven’t I heard of this before.”
• “I need more liquidity”
• “The fees are too high”
• “I want to talk to…(3rd party) before I move forward.”
• “Can you send me the illustration?”
• “I heard you make a big commission.”
• “The rate isn’t high enough.”
• “I’ve heard bad things about annuities/iuls.”
• “I need to think it over.”

PLUS You’ll Discover how to Reduce or Eliminate No Shows!

One of agents’ biggest fears with the remote/virtual process is that prospects are less accountable and potentially flakier when there’s no in-person connection. This is why having a confirmation process is CRITICAL to getting people to show up for your appointment.

So on day 1, we’ll walk you through a 5-step sequence including email, texting, voicemail, and messages needed to ensure people show up for your appointments. (You’ll get the exact scripts, and templates we’ve been using for the past several years with our 300,000 leads.)

MODULE 3: Mastering “the Setup” and Your 2nd Appointment

We’ve seen it literally thousands of times. The agent has an amazing first appointment. Everything seems perfect. Dreams of big commission checks are flowing… And then—they make any one of the dozen possible mistakes before the second appointment—and everything falls apart. It’s beyond devastating. That’s why this module is so essential.

You’ll discover:

• How to all-but-guarantee your prospects show up for their second appointment (and not just show up, but are EXCITED and eager.)
• The secret to starting a second appointment to tap into emotion and ensure your prospect is riveted, emotionally-invested and looking to close.
• Why proof is the most important part of the sale, and how to use proof to back up every statement you make!
• Exactly what to cover (and what you MUST NOT mention) in the second appointment to make a sale.
• How to make a sale without ever showing the prospect an (this is a common objection and so easily overcome).
• No testimonials or past successes to mention? NO PROBLEM, here’s how to prove your case anyway…
• NEVER send this between the second and third appointment (but DO send this, it will multiply your closing odds.)

PLUS, you’ll get our proven Virtual Annuity Presentation: this is the exact powerpoint presentation you need to show people the value of annuities or IULs and why they should buy them. And our Virtual IUL Presentation: this is the exact powerpoint presentation and scripting to show on your second appointment that gets people ‘bought in’ and ready to go.

MODULE 4: Getting Them to Sign on the (Virtual) Line that Is Dotted

As Alec Baldwin said in Glengarry Glen Ross, “Because only one thing counts in this life: get them to sign on the line which is dotted.” You MUST know how to close effectively in order to master virtual sales. And in our experience, there are three closes you must know for getting paid virtually:

• First, Closing The Deal: The Application.
• Second, CLOSING THE DEAL – Part 1 (Post-application).
• Third, CLOSING THE DEAL – Part 2 (After approval).

MODULE 5: Virtual Technology Made Easy

The most daunting part of virtual selling for many producers is the technology. The good news is that it doesn’t have to be. With some of our secrets, you’ll find the technology is easier than ever before. For you and for your prospects.

BONUS MODULE: Unlimited Facebook Annuity Lead Flow

Get dozens, even hundreds of leads every month of your ideal annuity prospect! Baby boomers are spending over 5 hours on their cell phones every day. In fact, they spend almost as much time on Facebook as Millennials! In this system, you are going to get the exact process we use to generate dozens, even hundreds of targeted Facebook leads and appointments every single month.

Bonuses:

• 5 Email Templates to get you virtual meetings this week.
• 4 LIVE first appointments you can watch as agents perform the first appointment live.
• Second appointment annuity presentation.
• Second appointment IUL presentation.
• Don’t Miss The Rebound Presentation: How to overcome the objection of “I’m holding off until the market rebounds.”