How To Change Doubt to How To Change Doubt to BeliefBelief

By Jit SinghBy Jit Singh

As professionals we don’t need to be taught something new, so much as we

need to be reminded of things we already know”

How To Change Doubt to Belief

Why is this subject important?

1. It defines a unit of conviction2. It shows how to offer sufficient

evident and present the benefits.3. It explains the seven forms of

evidence used in selling.

How To Change Doubt to Belief

A unit of conviction is made of three parts :

1. Fact 2. Benefit 3. Evidence

The Parsley Principle

Parsley is everywhere.Remember “The Parsley Principle”

presentation is everythingMust present with Finesse.Draw out the best in you.

“ Mind is the Master power that moulds and makes , And Man is Mind, and evermore he takes The tool of Thought, and, shaping what he wills, Brings forth a thousand joys, a thousand ills:- He thinks in secret, and it comes to pass: Environment is but his looking-glass.”

James Allen

5 Progressive steps of Learning

Awareness

Knowledge - Facts What to do?

Skill - How To Do

Attitude - Habit Expert - Internalize

1

2

3

4

5

Step 4 – 5 Preparedness and willingness to do

Sales People Are Attitude Changers. What Attitude Do Unit Trust Consultants Have To Change To Secure A Sale.

Change The Clients Mindset…….

1. Rejection to Acceptance2. Indifference to Interest3. Procrastination to Desire4. Fear To Confidence – Fear of Making A decision5. Create Value in Prospects Mind

Good Quality of Service

6 Doubt To Belief Good Investment

What would the product do for him

Procrastination - tip the scale heavier than procrastination

Creating Value in Prospects Mind Desire Want

How To Handle Unit Trust Objections and Close The

Sale

Key To Handling Objections

A properly structured and well planned presentation will eliminate

80% of the OBJECTIONS

The Mission For UTC Is To Find Customer Needs and Fill Them!Not Have Products And Sell Them. We Do This By Listening To Our Customers.

Every Unit Trust Consultant Must Be Able

To SellSelling Is A Skill……………Successful UTC know the 5 Great Rules of

Selling…• Attention: Unless you command the customer’s

attention, the sale will be a foregone conclusion.• Interest: The customer must listen and focus

on the process.• Conviction: Establishing benefits and features.• Desire: Uncover the “real” motivation to buy.• Close: Ask for the order.

What Customer Says about the

Salespeople……• He/She works for me….• I feel he/she cares more about me than

himself/herself…• He/she tries to solve my problems and

help me achieve my goals….• I view him/her as A Professional

consultant….• He/she really understands my situation..

THE SALES PROCESS IS….1. Establishing Trust2. Identifying Needs3. Presenting4. Closing, asking for order – how

would you ask for your order after the sales process.

Paint A Picture WordHow Do You Paint A Picture???

Claim - If I say something it is a Claim - EG

Fact - A Fact is what the independent body says eg. newspaper report or report done by an independent body eg; Lipper, Standard & Poor, Morgan Stanley Tell the prospect what the product is. State the fact, sell the benefit, give the evidence. Fact is the statement of truth.

Benefits – What the product will do for you.

Remember – The “Parsley Principal” must present with

finesse. Draw out the best in you.

SummaryPeople want to solve their problems and achieve

their dreams. We can help them do that by presenting the benefits of our product or service.

A unit of conviction is made up of three parts:…fact,…benefit,…evidence.

Remember, there is a difference between a claim and a fact.