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33 Cards in this Set
- Front
- Back
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After IBS and asking if now’s a good time to move forward, what is the broad goal of the next section of things I want to do?
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Discover needs by asking questions and going three deep.
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After discovering needs, what must I do before prenting the solution?
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summarize and confirm them to make sure I’m on track.
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Once I’ve reviewed the needs and have summarized and confirmed them, what’s the next stage of the process?
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Present the Solution
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What are the four main stages?
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Approach, Discover Needs, Present the Solutino and Ask for the business.
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How do I present a solution that matches the need the client has brought up?
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by highlighting up Features about our services and outlining what Benefits they provide.
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What two E words represent tools you can use to highlight the benefits of our products?
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Evidence and Examples
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What must you do immediately after reviewing a benefit?
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gain agreement by saying, how’s that sound?
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How do I offer Wells Fargo Value?
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highlight things that set WF and Myself apart from the competition.
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Once I’ve showed how our products’ features and benefits are solutions to our client’s needs, what stage comes next?
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Ask for the Business.
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What are the four poarts to Asking for the Business?
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Ask fot the relationship and ask to get started, b) gain commitment, formalize next steps, and thank for the time and future business opportunity.
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When do I say Thank you for Bringing That To My Attention?
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In the Objection Rebuttal phase.
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When they have objections, must I ask probing questions for?
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to find out the root objection
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Every time I hear an objection or a need, what should I do?
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acknowledge the concern
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Every time I address an objection or present a solution, I must do what at the end?
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Check For Agreement
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What’s a great way to ask for the business?
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”What customer are you working with now ath we can start with. In order to star out relationship, which customer would be our first?”
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How should I talk about Trading Transactions?
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”We’re not just trading transactions back and forth, we’re starting a relationship.”
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What are tools I can use to “glue” our relationship together?
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l Do co-branded marketing.
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How can I get a Realtors past customers?
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”How about giving me the list of your customers that closed last year and I’ll tell them you told me to refinance them to lower payments
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What can I say about my business cards to the Realtor?
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”Can I count on your to hand out my business cards?’
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What can I say to my realtor about referrals during the Ask for Business phase?
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”Can I count on receiving your next referral”
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What are two good \questions to ask realtors about referral partners now?
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”Who is your current referral partner? Do you think we’d be a good fit together?”
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After the meeting, what do I do about the action items we’ve agreed upon?
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email a confirmation of the items, do a handwritten thank you card (have prepared ahead of time and mail it on the way back from the appointment.)
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What are the four Styles of Sales personalities?
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Open versus Self-Contained, and Direct versus Indirect.
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So what are the personality “Types?”
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socializer, Relater, Director, Thinker
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What’s my IBS?
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”I wanted to meet with you to discuss how my 20 years in lending with Wells Fargo can help you close even more transactions.”
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What do I say to get them to walk me around their office and show me around?
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”Do you mind walkig me around and introducing me to other people in your office?”
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What are the benefits to the CDMP and how do I sell it?
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”It’s a WFHM ONLY program where we’ll underwrite a loan with only 2% down NO PMI. While it has a max income limit and needs a 60 day close, it beats FHA hands down all day long.”
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What competitive advantage do I have regarding new leads?
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I operate out of the call center, and two branches so I get tons of leads.
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What’s my White Glove Treatment Statement?
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”I’ve put together a team that will give you and your buyer WGT so you have the Peace of Mind that your transactions are in good hands.”
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What’s my Experience statement?
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”My 20 years of experience means that I’m able to bring my entire team and their resources together to ensure you a quick and flawless close with no surprises. We operate as a well-oiled machine.”
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What’s my Ask for the Business statement?
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“So it looks like this is a good opportunity to move forward together wouldn’t you say?”
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What’s my, I care and want us to be in a relationship statement?
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”How can I help you grow?”
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What’s immediately after presenting my IBS?
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Ask "how’s that sound" or "what do you think"?
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