1. Working towards being a
perfect Financial Advisor
Training proposal for sales-skills aimed at advisors,
managers and trainers
Sales Training 2016
Skills-set program
Excellent course where I found the practical side
very useable, and it will change my work and
personal life.
Sr. Atzel Peña Ruiz
Skandia, México City, Mexico
A very good course with no pressure! I will
immediately correct the errors I find, to improve my
sales technique with clients.
Sra. Bertha Mares Aquilar
Skandia, Guadalajara, Mexico
Great fun-way to learn! I will be able to use all the
learnt ideas with my team immediately.
Sr.Rogerio Unerte Inzunza
Old Mutual Guadalajara, Mexico
To my surprise I had a great time. I never expected
a insurance training course to be so much fun and
enriching and I am excited to start training my
team with all this information to create a new plan
of action.
Sr. Luis Nori Ortega
Old Mutual Monterrey, Mexico
Having completed my B.Com degree in finance I
was ready to work but only because of your training
did I become a professional in my field. I have
achieved many accolades over the years from
companies like Metropolitan Odyssey and Old
Mutual. I would refer anyone to you as a Mentor,
Facilitator and Coach as I have seen the results
from the great skills-training that you provided me .
Michael Bracher
Old Mutual AFD, Johannesburg South Africa
Very good course: thank you. I will arrange the
themes of the course and then adjust them to my
needs, as well as to my goals, both personal and
sales.
Sr. Alvaro Villarino Zuniga
Skandia, Mexico
You are a true leader in my eyes. I have my own
successful business since completing the training
you provided me with in just 5 days. I have won
numerous awards from different companies and
that's because you showed me the practical ways
to sales, and how to adjust the technique to suite
the clients needs. I owe you more than just a
reference letter to say thank you.
Derek Lallyett – Discovery Insurance Services,
2. 2
Sales
Solutions
A
sales
solution
for
you,
the
individual,
or
for
your
team,
to
up-‐skill
technique
in
giving
good
proper
advice
allowing
the
client
to
guide
you
towards
what
it
is
they
need
and
want.
1
Smart employers in the small and
medium enterprise (SME) sector
are investing in a range of
innovative employee perks because
they realise that happy employees
are also more productive and
engaged. Ongoing training is a perk
that lasts far afield.
And, according to Forbes magazine, the
relationship between an employee
satisfaction/perception and a company’s success
is a dynamic component.
The best way to build credibility isn’t to talk about
the company or yourself for five minutes, but to
talk about your prospective clients’ challenges
(and concerns) in an intelligent and insightful way
showing that you understand them and their
goals/ambitions.
2
Skills Set Training Package is not about any
product but rather the theatrics of selling.
• WHY: client’s personal Value
Propositions have changed and with that
their needs have also changed so the
way we approach a sale needs to be
different.
• WHAT: a 5-day Intensive Sales Program
or a condensed 1 day revised program.
• HOW: refer to page 5 for the full theatrical
outline
• HOW MUCH: the fee is based on a daily
fee allowing for a maximum of 10 people
per class. More people are allowed to be
included at an additional cost.
(Transport and accommodation not
included)
Let me take your team onto a journey of self-
discovery, improving their skills set to improve in
all areas, starting here.
Maurice Jonker - Award winning Advisor, Qualified Corporate
Master Life Coach, Key Note Speaker and Facilitator
Cell: +27 718 749 401
Landline: +27 21 434 0757
Email: maurice@summitry.co.za
18% increment in business achieved after the course - Skandia, Mexico 2013/14
3. 3
Doing
Presentations
of
International
Standard
1
There is a new job description for
Financial Advisors; one that allows
the FA to look after the client and
not after the needs of the FA.
The very best clients expect,
demand and deserve much more
value and service from their FA,
who must evolve into the Most
Trusted Business Partner( Advisor)
position.
Clients today have access to much
information and they will investigate your
company (and possibly you) before the
meeting.
If the FA thinks that they can offer the same
services year after year and effectively
compete in today’s global marketplace, then
they are kidding themselves.
Even the best FA’s know that they are not
always equipped, or trained, to deliver world-
class solutions. Sometimes a third party is
needed in their experienced field. Is this a
trusted relationship that will influence or
damage your relationship?
Within my sales training facilitation sessions, I
will assist your sales team and financial
advisors to look at the way to get the client
talking.
The importance is to listen to what the client
is saying. This skill set is not taught as all
companies concentrate rather on the
‘product knowledge’ and not on the sales
2
“know – how” that most sales people don't
have.
After all, we all know how to make a baby,
(product knowledge) but don't know how to
raise the child (the ‘skill set’).
With the vast changes happening in the
Financial Advisor arena, is it not time that all
companies start looking at the agents
representing the company and not just at the
product and sales numbers, which ultimately
suffer because the agent doesn't have the
proper skill?
The courses:
There is a 1-day revised seminar or the
complete 5-Day Intensive seminar.
You can end the course by giving all
participants a course certificate.
Further on in this brochure you will find the
theatrics of the course, designed for advisors
and the sales techniques that have proven to
be very useful in Johannesburg and Cape
Town, nationally in Mexico (sales increased
by 18%), as well as nationally in Columbia.
Don't hesitate, 2016 is a time for change and
you should be looking to assist your team to
grow, and keep them engaged and proactive
in their own careers.
4. 4
Skill Sets Objectives
Ensuring proper advice is being given and not just selling (or
churning of business) to meet sales quota, and the good
effects proper advice has in the long run for the client, the
advisor and your company.
Planning and implementing a focused sales process to reduce
mistakes and close the sale starting at management and
working all the way through to sales staff.
Communication is vital at all levels!
Up-skilling and equipping of the sales force with collective skills on
how to build relationships with their prospective clients by building
trust, and how to actively listen in order to understand the wants
and needs of clients i.e. doing a proper “Needs Analysis” for the
client, and protecting the company and advisors at the same time.
Develop an awareness and understanding of how a sales
person’s behavior and manner of approach towards their clients
will directly impact the outcome of the sales. The advisor needs to
go back to basics and realise that clients have little or no
knowledge of financial planning.
Objectives
5. 5
The Basics of sales
How to return to the basics
How to talk on the telephone
How to prospect
How to close a sale
How to ask for referrals
How to do a financial needs
analysis
Have you got a plan?
How to sell yourself in 60
seconds
Time Management
Why ‘time management’ is
important to you your team.
How to start
The Pareto Principal 20/80
Procrastination
Delegation
Organizing your work area
Managing a crisis
Planning SMART
Establishing a ritual
Value Proposition
What is your Value Proposition?
How many propositions do you
have?
How do you use your
proposition to attract clients?
Selling Lemon Juice
Buying Peanut Butter
The five P’s
Thetheater
CONTENT
