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Skills Critical Selling

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Critical Selling
®
Skills
Skill Builder: Presenting Solutions
Internal Use Only SMRU 1788167 Exp. 08/31/2022
L
egal Notice and License Agreement
This publication as well as the forms, job aids, documents, and other content (“Material”) distributed to you by
Janek Performance Group, Inc. (“Janek”) is owned by Janek. The Material is licensed, not sold.
A. License to use the Material
This Material is licensed by Janek to New York Life pursuant to a Master Services Agreement and applicable
Orders pursuant to the Master Services Agreement
B. Intellectual Property Notice
All Material is copyrighted © 2006 - 2018 Janek Performance Group, Inc. and is protected by United States and
international copyright laws. All rights reserved. Non-licensed use is prohibited.
T
he following words, marks, and logos, are trademarks and service marks of Janek Performance Group, Inc.:
CRITICAL SELLING® SKILLS
JANEK PERFORMANCE GROUP®
JANEK®
XFACTOR®
PRESENTING SOLUTIONS
©
2018 Janek Performance Group. All rights reserved.
| 3
Presenting Solutions Skill Builder Introduction
Presenting the basics of a solution may seem to be quite simple. However, it is critical for a
professional Agent to link what they offer in a way that is aligned with the needs of their
prospect, so they can distinguish themselves as a Trusted Partner who builds both trust with
their prospects and adds value to the sales appointment.
This Skill Builder will provide you an opportunity to apply and reinforce the presenting skills
learned in your eLearning modules. The goal is to increase your effectiveness in designing a
solution that meets your prospect’s needs and presenting that solution in a tailored way.
T
oday’s workshop will provide you with an opportunity to:
• Revisit, refresh, and practice what you now know about Presenting solutions.
• Determine the value of planning to best present the solution.
• Practice a methodology for presenting solutions.
• Capture information during group activities and take notes as you participate in today’s
session.
• Create a personal Action Plan.
In relation to where you are in the NYL Sales Cycle, this Presenting Solutions Skill Builder is
fourth in your skill builder series. You have successfully conducted prospecting, opened the
appointment, discovered needs, and are now ready to present a solution to your prospect.
Welcome and let’s get started!
PRESENTING SOLUTIONS
For Internal Use Only
| 4
New York Life Sales Cycle
SALES METHODOLOGY
NOTES:
PRESENTING SOLUTIONS
For Internal Use Only
| 5
Presenting Solutions – Plan the Approach and Organize Prospect
Needs – Discussion and Questions
Planning and organizing can occur over time or quickly while engaging with the prospect.
Planning the approach is your first step in presenting. Keeping in mind what the prospect has
shared as being important to them and remembering to use their words helps you align your
solution with the prospect’s needs.
Thinking about your typical sales appointment, how do you go about planning your approach?
H
ow does planning your approach to presenting solutions contribute to earning Trusted Partner
status with your prospects?
PRESENTING SOLUTIONS
For Internal Use Only
| 6
Presenting Solutions Methodology Review
Once you have planned your approach you are ready to move to the following:
TAILOR THE SOLUTION:
• Summarize prospect’s needs: Before you make a recommendation, take time to summarize
your understanding of the prospect’s needs.
• Recommend: Confidently state your recommended solution.
• Connect your recommended solution: Link the relevant features and benefits of the solution
you are recommending directly to the prospect’s needs.
• Ask for Feedback: check in and gain feedback on the recommended solution at various
points throughout your presentation to ensure alignment and identify potential concerns.
D
on’t use “Unlinked Benefits”, or benefits that don’t connect to what the client has told you
about the problem that you are trying to solve.
Example: Using the conversion option on our term life insurance as a main selling point for a
client who has clearly communicated that they do not intend to convert.
N
OTES:
PRESENTING SOLUTIONS
F
or Internal Use Only
| 7
Presenting – Role Play Activity
1. Read the scenario below.
2. Using the steps to Presenting, write down what you can say to present a solution to your
client.
3. Next, pair up with a partner and take turns role playing the dialogue you have written.
4. Once the first person completes his or her role play, ask your partner for feedback
concerning your presenting effectiveness.
5. The other partner will then deliver his or her dialogue and ask for feedback.
SCENARIO INFORMATION:
Mr. and Mrs. Nassiri own a business that has started to show growth, with some years more
profitable than others. They have two middle-school children. You have discovered that they are
looking to protect their family now and as the children mature into college. They have expressed
a need to insure the family and begin building cash value.
You have decided to present a blended insurance solution consisting of Term and Custom Whole
Life.
TAILOR THE SOLUTION
Summarize:
Recommend:
Connect:
PRESENTING SOLUTIONS
For Internal Use Only
| 8
Presenting – Role Play Activity (continued)
ASK FOR FEEDBACK:
ROLE PLAY NOTES:
PRESENTING SOLUTIONS
For Internal Use Only
| 9
Action Plan – Presenting Solutions
Serving as a Trusted Partner is important. Take a few moments to think about what actions you
can commit to doing to increase your Presenting effectiveness. Remember, it should be about
mindset, skillset, and putting best practices to work.
TOPIC
ACTIONS
Organize and
Plan Approach
Presenting
Solutions
• S
ummarize
• Recommend
• C
onnect
Ask for Feedback
THANK YOU FOR PARTICIPATING IN TODAY’S SKILL BUILDER!
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Completed 26 January 2021

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