Training Programs: Field Wholesalers

FastTrac: Advance Interview Skills

Expected Outcomes

Execute Meaningful Appointments with Advisors
Through the use of the “TalkTrac” tool, participants will create a positive first appointment with an advisor, understand the advisor’s needs sooner, and ultimately shorten the sales cycle. The “TalkTrac” tool can also be used in subsequent meetings, as it offers a unique strategy to re-engage existing advisors at a deeper level. Participants become keenly aware of the differences between an interview and an interrogation, along with the outcomes of each.

Shorten the Sales Cycle
Various strategies are introduced that assist the participant in gaining a better understanding of the advisor and his/her needs, moving the relationship forward, and shortening the sales cycle. Participants will understand how to orchestrate the interview process, allowing them to offer a relevant product or solution sooner.

Build Stronger Relationships
Incorporating the “So What” test into your conversation with advisors will position you as a trusted and relevant resource. Understanding your clients sooner and knowing how to align your products and solutions to the needs of an advisor will help build stronger, lasting relationships.