Broker Bits

Broker Bits

[Kestler Financial]

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Sales is sales is sales.  NO! NO! NO! 
As sales people, sometimes we forget the little things.  Over the next few weeks I will be sharing what may be review to some of you, and to others, it may be new to you.  This week I’ll start with Four Critical Questions I feel ever sales person should be able to answer.

1. Why should I read or listen to you?
2. Why should I believe what you have to say?
3. Why should I do anything about what you’re offering?
4. Why should I act now?

Or in other words, why should I do business with you instead of all other choices available to me?

These are very basic questions, but few sales people can fire back fast answers to them.  Your precise answer to these four questions is your Unique Selling Proposition.  You must have this message clearly defined and focused.  It must be written down and you must be able to repeat it in the middle of the night when your spouse wakes you from deep sleep.  Everything you do should answer those questions in a consistent way, whether directly or indirectly.

Marketing is far more systematic and formulaic, than creative.

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N ext Week:  Prospecting

A prospect who ‘finds’ you first is more likely to buy from you, than you finding him.
Example: Has you doctor ever called you on the phone during dinnertime, asking if you might be looking for help fighting the flu?

Sponsored by:  KESTLER Financial Group, Inc.   800.699.0299

Jason A. Kestler
jkestler@kestlerfinancial.com

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