Training Programs: Field Wholesalers

FastTrac: Advance Interview Skills

Course Overview

FastTrac provides skill development for the first phase of the sales process – the interview. This program is designed to teach sales professionals the art and science of the advisor interview in an effort to fully understand the advisors’ needs thereby shortening the sales cycle. Participants utilize a proprietary tool, the TalkTrac, to understand the rules of engagement for a 1:1 interview. The TalkTrac functions primarily as a “track to run on” to help participants accomplish their mission on every appointment. This approach helps maintain control of a meeting by speeding up, slowing down, or even jumping off the track when necessary.

We begin by having participants assess the effectiveness of their current interview style from an advisors’ perspective during video taped role play exercises with a partner/advisor. We then debrief the role play to develop awareness, teach specific techniques and demonstrate the effectiveness behind scripting and orchestrating an interview versus winging it in an interview.

Participants measure their own progress by utilizing a quantitative measurement system when viewing their video-taped interviews from day one and day two of the program. Additionally, participants are provided with a written transcript of their final interview. This allows participants to capture and replicate their most effective language and be able to consistently reproduce a powerful message. The transcript also helps managers offer specific feedback and coaching relative to the message the wholesaler is delivering.

The result of FastTrac is that participants will engage in a new level of thinking about how to manage an initial meeting to gather intelligence from advisors first at a 30,000 foot view, before trying to position a product or solution. You should expect a more consistent and successful first appointment, a better overall experience for the advisor, and a strategy for positioning your product or solution so that it has meaning to the advisor.
 

We conduct open enrollment programs at our corporate headquarters in Naperville, IL. Each program accommodates anywhere from 10 to 24 sales professionals from a variety of financial services firms. This variety provides a unique opportunity for the exchange of individual best practices. One of the benefits of an open enrollment program is convenience.