Sell the Appointment First

“Nothing ever happens to you, things happen because of you”

Open call with non business related smooze

Use a question to open conversation

Be authentic, sincere - show interest

Find creative ways to get attention

Encourage them to want more

Sell the Appointment First

“Nothing ever happens to you, things happen because of you”

Have a purpose or objective for every appointment

Spark an interest about the value you offer

Don’t be boring

Consistently ask how you can help?

Sell the appointment first

Engage with Questions

“If it’s to be, it’s up to me”

Create a set of compelling questions

Leave them wanting more

Ask engaging questions to get to know them better

Unlock their reason for buying

Be friendly, well informed and uncover ways to help

Discover what is in it for them

What are their unique values and expectations?

Online Sales training solutions for further information please call: +27 83 229 7304

Sell the Appointment First

“Nothing ever happens to you, things happen because of you”

Open call with non business related smooze

Use a question to open conversation

Be authentic, sincere - show interest

Find creative ways to get attention

Encourage them to want more

Your Combination Lock for Success in Selling

“I will Until”

Learn the art of using Lynchpin Questions

Written down, engaging questions

Consider New Information

Differentiate yourself

Help People to see things from your perspective

Unlock Sales

Prospects convince themselves about the value you offer

Online Sales training solutions for further information please call: +27 83 229 7304

What should your Lynchpin Questions do?

“Whether I believe I can sell or not, both ways I am right”

Encourage prospect t evaluate new information

Qualify and understand needs of customer

Uncover how your value will support them

Uncover Goals

Separate you from competition

Makes the Prospect think

Encourage a buying atmosphere

Online Sales training solutions for further information please call: +27 83 229 7304

Examples of Lynchpin Questions

“I must accept 100 % responsibility for achieving my sales target”

If you owned your own company, which handled all your important investments. What would it do for you?

What do you want your friends and family to think about, when you tell them about how you have invested your money?

When you think about investing your money, what do you see as crucial and non-negotiable?

When investing their money, what do you think the three biggest mistakes people make?

If you spoke to a close family member now, what would you tell them about your current investments?

When investing their money, what are the three greatest opportunities people enjoy?

If the returns on your investment were not according to your expectations, how would you know?

Online Sales training solutions for further information please call: +27 83 229 7304

Examples of Lynchpin Questions

“I must accept 100 % responsibility for achieving my sales target”

If the charges being levied on your investments were higher than you expected, how would you know?

What do you want your friends and family to think about, when you tell them about how you have invested your money?

After investing with us, who would the first person be that you would tell?

What has been your experience when buying short term insurance in the past?

What have you found to be the most effective ways of investing your money?

When investing their money, what are the three greatest opportunities people enjoy?

How do you propose someone act when they are handling your investments?

Online Sales training solutions for further information please call: +27 83 229 7304

Examples of Lynchpin Questions

“I must accept 100 % responsibility for achieving my sales target”

How have you successfully used anyone in the past to draw up a will for you?

How do you determine if an investment is performing the way you want?

How have you used financial services products to secure your wealth?

When I say investment what one word comes to mind?

When I mention writing your will, what one word comes to mind?

When I mention short term insurance, what one word comes to mind

Online Sales training solutions for further information please call: +27 83 229 7304

Lynchpin Questions Lock out the Competition?

“Believing starts the achieving”

Draws out Likes and Dislikes

Unlocks Prospects needs

Reveals their Challenges

Reduces or eliminates objections

Improves communication

Creates Understanding

Helps to effortlessly close sales

Online Sales training solutions for further information please call: +27 83 229 7304

Developing your own Lynchpin Questions?

“Do you believe in what you sell”?

What is the most important benefit you need…..?

Who have you successfully used in the past to….?

Describe your circumstances when things were better…..?

How do you determine….?

What have you found….?

What do you look for….?

How do you propose….?

Online Sales training solutions for further information please call: +27 83 229 7304