Training Programs: Field Wholesalers

High Impact Calls: Accelerating the Sales Process

Course Overview

A typical internal sales professional conducts thousands of
calls every year. In point of fact, those thousands of calls are
actually comprised of 8 – 10 specific calls done hundreds of
times. For most organizations, 3 or 4 particular calls produce
the highest impact when measured against advisor
commitment to future business. In order to maximize the
result from every effort, the high impact calls cannot be left to
chance.

High Impact Calls: Accelerating the Sales Process addresses
the process and routines required before, during and after
these select calls, resulting in better execution, stronger
commitment and more business. Among the topics covered
during the program are:

• Inventory of Calls: High Impact Filtering
• Excellence in Preparation: Checklist Criteria and Questions
• Interview Best Practices
• Organizing Your Message: Prepared Talking Points
• Gaining Commitments
• The Scripted Close
• Excellence in Follow -Up: Sustaining Top of Mind, Contact Matrix

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.