1. TITLE The FAST START strategy OF PHILPLANsales councilor in recruitment effeciency

2. Aim:Exemplify professionalism through integrity,respect, honesty, loyalty, accountability, andhard work. 3. GENERAL OBJECTIVESTo lead by motivating and inspiring people. 4. OBJECTIVES1. Used the necessary knowledge and skills to build myprospect bank.2. Understand how effective used of the telephone canincrease sales opportunities.3. Effectively handle objections that may arise in telephoneappointment setting. 5. OBJECTIVES CONT....4. Used my appropriate questioning skills5. Commit customers to finding solutions andpreparing for their future today.6. Used the service card in explainingservice. 6. OBJECTIVES CONT....7. Effective use sales tools to enhance theproduct presentation.8. Confidently answer objection.9. Move from skill model to objection handling,then back to the skill model. 7. 10. Properly identify buying signals andcapitalize on them.11. Use a skill model to close the sell. 8. Statement of the problem Review of LiteratureNo need-The no need objection is oftenexpressed by people who truly believe they do notneed the protection life insurance offers. You willencounter, for example, people who plan toaccumulate adequate security for their familiesthrough various savings or investment programs. Theproblem, of course, is that these alternate investmentprograms may not work out as planned there is noguarantee that they will be available to provide anadequate benefit when needed. 9. Rather than trying to marshal reams ofdocumentation to reeducate the prospect, yourmain purpose should simply be to determinewith the prospect if the accumulation planwould provide the income needed if theprospect were to die today. Has the prospecteven started the plan? If so, ask for the detailsand work the numbers with him or her. Will theplan accomplish what the prospect wants if heor she were to die today? If it will, you do nothave a prospect. If it wont, life insurance is thelogical solution. 10. Other no need objections you will hearinclude: Im too old to buy life insurance. I have too much insurance now. Im worth more dead than alive. I have my money in real estate. Im single. Whom do I need to protect? My company pension and Social security will take care of me. Im going to live a long, long time. 11. People who claim they have no need for lifecoverage, but actually do, must be shown whythey have such a need. By illustrating the risksassociated with their present situations simply and graphically you can shakeprospects out of their complacency.Try using a statement such as this whenworking with prospects who feel they can takecare of their familys financial goalsindependent of life insurance, as well as withthose who lack a clear understanding of whatlife insurance can do: 12. No moneyNo money-the statistic are starting when its come to theoutrageous uninsured Filipino in the numbergetting bigger. But what do you do when youdont have a job and cant get affordableindividuals or family health insurance from anemployer? Or what about all the families thathave jobs but still cannot afford the healthinsurance offered by their employer and canfind an option for affordable for healhinsurance? 13. What you must remember is, as strange as itmay sound, life insurance is not bought toinsure your life. After all, Im sure youd agree,your life is priceless, and no amount of moneywould be enough to insure it. Will someoneexperience a financial loss when you die? Ifthe answer is no, then you dont need lifeinsurance. 14. What Is The Right Amount of LifeInsurance?Think about your situation, and the peoplewho will experience a financial loss if youwere to die today. What amount of moneywould allow them to continue?without experiencing such a loss? That isthe amount of life insurance you need.How Long Will You Need Life InsuranceWill that financial loss always be there?Probably not. 15. If youre in your peak earning years, andyoure not around, it may be difficult for yoursurviving spouse to save enough for acomfortable retirement.But once retired, the family income should bestable, if the source of the income is notdependent upon either life. If this is yoursituation, then you only need insurance tocover the gap between now and retirement. 16. No trustA no trust objection may refer to you, youragency, your product, your company, theindustry or to life insurance in general.Remember, you are asking the prospect tomake a major financial commitment based onyour recommendations. Therefore, a lack oftrust is a serious matter, and it can put a stopto the sale if it is not addressed properly. 17. Among the objections you may hearthat actually indicate a lack of trust are the following:I want to talk it over with my spouse.My attorney advises me on these matters.I want to see what other companies (oradvisors) are offering.I put all my money into securities.I dont believe in life insurance. 18. In each case, lack of information often is theroot of the problem. Someone who says, Idont believe in life insurance simply may notbe well informed about the product. They maybe admitting that they just do not understandlife insurance or they havent thought about itseriously, or someone they respect once toldthem not to buy it. Fundamentally, they maybe unaware of the purpose of life insuranceand what it can do. 19. No hurry