Curriculum Overview
10 Facilitator-Led Modules That Form A Holistic Development Process
The Trustworthy Selling Approach
In the opening module, participants are introduced to the Trustworthy Selling approach, which focuses on decreasing tension and increasing trust throughout the sales process. The second segment of this module focuses on buyer psychology and the Six Emotional Drivers that drive all human behavior and decision making. This module sets the stage for the entire Trustworthy Selling program.
Understanding Today’s Consumer and the Market Opportunity
This module is focused on the latest LIMRA research and provides participants with a deeper understanding of how consumers think about our products and services. We address how to establish trust and decrease the procrastination so prevalent with consumers today. In addition, we help financial professionals gain a better understanding of the enormous market opportunity they face today and in the future.
Understanding and Adapting Your Sales Style
In this segment, participants complete the Personality Styles Profile as pre-work, which provides them with feedback on their unique selling style. We address all four selling styles they will find among consumers in the marketplace and provide participants with practical ideas such as language, presentation skills, and more to help them adapt their style during the sales process.
Business Development Strategies
During this module, we address the psychological, strategic, and tactical aspects of prospecting and business development in the 21st century. Participants receive proven strategies to help them identify target markets as well as specific tactics, tools, and resources to help them penetrate those markets. We conclude with field-tested language designed to help participants increase the quantity and quality of the referrals they receive.
Rules of Engagement
This module focuses on strategies and language to more effectively engage prospects, whether on the telephone or face-to-face. The content is designed to help financial professionals break consumers’ preoccupation and motivate them to want to engage in the sales process. We also discuss power phrases used by top producers in the industry to help participants communicate with confidence more effectively.
Collaborative Discovery
The collaborative discovery process is where the sale is typically made, and we help participants understand the benefits of Trustworthy ListeningTM and engaging in courageous conversations. We introduce them to the RPM Questioning ModelTM to help them dig deeper and develop more meaningful relationships. The RPM model provides producers with a process to increase the sense of urgency and gain agreement to move forward.
Gaining Commitment
During this segment, participants will receive presentation best practices used by top producers in the industry to help them effectively present their solutions. We focus on LIMRA’s research regarding Behavioral Economics, which highlights the seven tactics that have been proven to increase closing ratios by 29%. Using these tactics will enable producers to help prospects and clients make better financial decisions.
Deepening the Relationship
Through LIMRA research, participants will gain a better understanding of the importance of continuing to develop the relationship with existing clients through consistent communication and leveraging cross-selling opportunities. Financial professionals will receive practical ideas on client segmentation, hear best practices in ongoing communication, and learn how to identify cross-selling opportunities with existing clients.
Seller Psychology
This module addresses the psychology of the financial professionals themselves. This includes a look at how top producers in the industry think about the business. In addition, we will address mental toughness and the psychology of peak performance that will help to motivate participants and increase their confidence.
Trustworthy Selling Action Planning
The purpose of the final module is to provide a summary of the key points in the Trustworthy Selling curriculum and to introduce participants to the Trustworthy Selling Action Planning process. This module provides tools and resources as part of the ongoing coaching and development process to help foster accountability and real behavior change. The Trustworthy Selling approach is an ongoing process, not just a one-time event.
