| Course | |||||
|---|---|---|---|---|---|
 | CBFA Before diving into the training program, take a few minutes to become acquainted with why the program was created and our philosophy on coaching and training. | ||||
 | CBFA Changing the selling paradigm and the negative perceptions your prospects and clients hold about salespeople. | ||||
 | CBFA The foundation upon which the program is built. | ||||
 | CBFA Understanding the concept of "pain" and how people are motivated to buy. | ||||
 | CBFA How to save time, replicate your success and improve your odds of closing every deal. | ||||
 | CBFA The mortar that holds your sale together and keeps you in control of the sales process. | ||||
 | CBFA Getting the diagnosis started by uncovering the problems and opportunities that you can help your prospects solve and capture. | ||||
 | CBFA Going deeper in the diagnosis, selling consultatively and building urgency by uncovering the impact of your prospect's problems and lost opportunities. | ||||
 | CBFA How and when to discuss the investment or sacrifice your prospect will have to make to become your client and exploring how they will make that decision. | ||||
 | CBFA Once you have qualified your prospective client, it's time to explain how you typically work with your clients. This includes explaining how fees work along with how you typically build a retirement plan from a conceptual point of view. |
