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61 Cards in this Set
- Front
- Back
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The process of learning _____
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Never stops
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Choose your ______ wisely
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thoughts
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Your thoughts manifest the ____ you say
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words
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The words you say create _____ and cause you to take certain ________.
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confidence , actions
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Your actions help you develop the ________ of success
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habits
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Your habits are what cultivate _____
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perseverance
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Perseverance, more than any other trait, leads to the ___________ of your goals
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attainment
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2. T W C C A H P A
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The wisdom center
call all happy pa Thoughts, words, |
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3. Instead of being pushy with statements, they are ____ with ____ .
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pullee , questions
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4. Instead of being talkative, they are _____ ________.
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intent listeners
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5. Your first goal when you meet people is to help them to ____ you, ___ you, and want to ____ to you.
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like , trust, listen
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6. P
K |
Product Knowledge
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7. ____ - Consciously ______, _____, _________, & ______ techniques.
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Impact, Hearing, Writing, Reading, and Saving the techniques.
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8. _____ - You must hear, write, read and say the information a minimum of ___ times to get 62% retention.
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Repetition, six, 62%
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9. ____ - Consciously making yourself ___ use the tactics, strategies and your product knowledge.
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Utilization, use
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10. _____- When information and strategies become a natural part of your sales process.
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Internalization
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11. _____ - Going back to basics once ever year. The goal is that you can use everything you learn by reflex.
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Reinforcement
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12. Your main objective in a presentation is to ___, ____, and to have ___. You also must develop and present a message of hope for the future.
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educate, motivate, fun
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13. No one buys ___. They buy ___, then defend their decisions ______.
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logically
emotionally logically |
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14. The main emotion we must control is the potential client's ____.
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fear
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15. Negative : Contract
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Agreement
Paperwork Form |
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16. Negative: Cost or Price
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Total Amount
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17. Negative: Start up Cost
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Initial Amount
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18. Negative: Monthly Payment
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Monthly Amount
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19. Negative: Sell or Sold
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Get them involved
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20. As a Primerica representative, Bill, you'll have the opportunity to help families get involved in a program to get out from under their ___ ___ ___ and make a powerful, positive impact on their lives, while ____ _ ______ _______ for youself and your loved ones."
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burden of debt
earning a respectable income |
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21. Negative: Sign
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ok
Approve Authorize Endorse |
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22. Negative: Deal
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opportunity
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23. Negative: Objections
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Concerns
Areas of concern |
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24. Negative: Problems
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Challenges
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25 Negative: Appointment
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Visit
Pop by and visit |
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26. Action Item: P__, D___, R__
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Practice
Drill Rehearse |
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27. Emotions as well as conversations are controlled by the proper use of questions. Questions ___ and ___ conversations.
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guide
control |
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28. If I say it, they tend to ___ ___. If they say it, it's ___.
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doubt it
true |
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29. Remember, the #1 topics people like to talk about are ___ and their ___ ____.
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themselves
loved ones |
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30. It's my job to ____ and ___ ___ ___ as to which program is best for them.
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qualify
make the decision |
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31. The __ the words the better if I want to close lots of sales. Beware of anything that lengthens your presentation.
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fewer
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32. I must stay within my ___ ___.
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time limits
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33. To __ ___ of the conversation.
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gain control
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34. To receive ___ ___.
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minor agreements
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35. ___ ___ - Questions that require thought on the part of the client or recruit. They yield more information and encourage continued discussion.
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Open questions
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36. ____ _____ - A question at the end of a sentence that demands a 'yes'.
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Tie - Down
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37. ___ __ ____ - A question with two answers. Either answer is a minor agreement leading toward the major decision. Best used for: 1) time of appointment, 2) location, and 3) start- up date.
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Alternate of Choice
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37b. "John and Mary, based on your monthly shortfall, which would you prefer - to drastically reduce your financial goals and dreams or possibly explore a way to earn increased income?"
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memorize this
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38. ____ - A question the clients must ask themselves after they get involved. It mentally throws them into the future and assumes ownership.
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Involvement
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39. ___ - Answering the right question with a question, and then with their response, moving onto the paperwork or to your iPad.
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Porcupine
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40. When you ask the right questions, potential clients and recruits will tell you exactly what they want to own. You listen for their ___, their ___, their ____, and their ____.
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pains
needs wants desires |
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41. ______ - "I feel no _____"
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Trust
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42. _____ - " I feel no need"
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Need
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43. _____ - " I want no help"
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help
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44. _____ - " I feel no hurry"
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hurry
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45. "John, because I ___ __ ___, I was hoping you would give me your opinion of something new Primerica is excited to offer to our clients and their friends and relatives.
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value your judgment
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46!!!! In a nut shell ___ ___ ___ ___ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ for you Mary?
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what i'll do is help you and Mary develop a plan to accomplish any and all of your financial goals. So, what I'd like to do is set a time to get together with you and Mary to share the same information I shared with Bill and Susan. I'm available tonight at 8:00 p.m. or tomorrow evening at 6:00 p.m. Which would be better.
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47!!! That's fine John. Obvisiously, _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ __ ___ __
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you wouldn't take your time thinking this over unless you were seriously interested, would you? So may I assume you will give it very careful consideration? Just to clarify my thinking, what phase of this opportunity is it that you want to think over, is it the quality of the service I'll render? Is it something I've forgotten to cover? Seriously, please level with me, could it be the money?
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48. I hope we can consider this meeting ____ ______.
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somewhat exploratory
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49. We do not believe in ___-___ ___. we recognize our programs are ___ ___ ____. I just hope you keep an ____ _____ .
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Open mind
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50: What do they have ____?
N.E.A.D.S |
now
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51. What do they ____?
N.E.A.D.S |
enjoy
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52. What do they want to ___?
N.E.A.D.S |
alter
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53. Who is the ___-____?
N.E.A.D.S |
decision-maker
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54. "John, Mary, as a Primerica representative, I have the ability to research and analyze your needs to find the right ____ for you."
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solution
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