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Developed by Bigrock People Performance Solutions


INTIMACY

 


THIS RELATES TO OUR EMOTIONS AND OUR ABILITY TO MAKE PEOPLE FEEL SAFE, EVEN WHEN
TALKING ABOUT DIFFICULT TOPICS.


ARE YOU GENUINELY INTERESTED, DO YOU CARE AND TAKE THE TIME TO ASK, DO YOU
CHALLENGE CUSTOMERS WHEN APPROPRIATE?



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SELF-INTEREST

 


RELATES TO OUR CARING AND WHETHER OUR FOCUS IS ON YOURSELF, OR CALLER OUTCOMES.


WHAT IS YOUR CENTRE AND FOCUS? IS IT YOU AND PROGRESSING YOUR OWN PERSONAL
AGENDA OR IS IT THE OTHER PARTY?



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RELIABILITY

 


THIS RELATES TO YOUR ACTIONS AND KEEPING YOUR PROMISES.


IT CAN BE WELL SUMMARISED BY THE BIBLICAL QUOTE  ‘DO UNTO OTHERS AS YOU WOULD
HAVE THEM DO UNTO YOU’. LUKE 6:31.


NO MATTER WHAT WE SAY WITHIN OUR ORGANISATION, AS REPRESENTATIVES OF CAREMARK IF
OUR WORDS AND ACTIONS DO NOT MATCH UP, THEN PEOPLE WILL START TO DISREGARD OUR
WORDS.



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CREDIBILITY

 


THIS RELATES TO YOUR WORDS, CREDENTIALS AND HONESTY.


HAVE YOU SET OUT A CLEAR VISION FOR WHAT CAREMARK CAN PROVIDE? ARE YOU CLEAR AND
EASILY UNDERSTOOD AT ALL TIMES?



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The Pursuit of Progression - Submissions
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IDI-IDB Template



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Stopwatch Clock

00:00:00




















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HANDLING QUESTIONS

When a client raises a question, we need to get to the root of the question,
concern or resistance. LAPAC is an effective tool for doing just that.

Question:
What does LAPAC stand for?

Answer:
Listen
Acknowledge
Probe
Answer
Confirm

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PRESENT SOLUTIONS

The IDB™ model is an effective tool to explain how your advice recommendation
will help the client achieve their planning goals.

Question:
What does IDB™ stand for and what should you cover at each stage?

Answer:
Included: When choosing the best solution for your client; what factors and
planning considerations have you taken into account?
Description: Your description of the solution. Try to follow the CCC (Concept
description – Contract terms – Cost of solution) path here.
Benefits: Talk about the benefits that your solution will provide for your
client.

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ELICITING NEEDS

The IDI™ model is an effective tool when trying to find out what your client’s
needs may be.

Question:
What does IDI™ stand for and what should you be asking at each stage?

Answer:
IDEALS: What would the client like the ideal situation to be; achievements, the
importance and when?
DIFFERENCES: What is the difference between these ideals and the current
situation; shortfalls or gaps?
IMPLICATIONS: What are the negative implications of this shortfall/gap, what
does it mean to them and what are the positive implications if they achieve
their ideals?

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A DEEPER UNDERSTANDING

Question:
When engaging with clients in a consultative way, what are you trying to achieve
during the Life Plan stage?

Answer:
The Client Life Plan is a conversational technique to help you capture soft
facts about a client in terms of their short-term, medium-term, and long-term
goals and plans; linked to specific topics/categories that are important to
them.

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RAPPORT & IMPACT

Question:
In the early stages of a client interaction, what 3 things are you trying to
achieve ‘buy-in’ to?

Answer:
1. Buy-in to you
2. Buy-in to your role, position, and your value proposition
3. Buy-in to the benefits and structure of your approach

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A STRUCTURE FOR SUCCESS

Whilst working with organisations on their journey to become world class, we
have developed a simple model for success.

Question:
What are the 3 elements in our success model?

Answer:
Mindset
Structure (& Process)
Skillset

Which of these has the biggest impact on success?

ANSWER – MINDSET circa 70% according to the New Zealand All Blacks.

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THE GOLDEN CIRCLES

Simon Sinek shared his ideas via a TED Talk as to how the best organisations
describe themselves.

Question:
How did he suggest the most effective organisations describe themselves? …name
the three stages in order.

Answer:
He believes that the most successful organisations start by describing WHY they
exist, WHY they do what they do. Then HOW they do it and then WHAT they actually
do.
1. WHY
2. HOW
3. WHAT

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YOU... THE ATHLETE

Top athletes will focus on three dimensions that contribute to their success and
achievement.

Question:
Can you name the three aspects? And for a bonus point describe how we do this in
our world.

Answer:
MIND – BODY – GROWTH
Bonus Point – We need to work as hard on our mindset and attitude as we do on
skills and knowledge. We also need to recognise the fact that our own health and
well-being is an important contributor to our success and happiness, and we also
need to ensure we are on a growth trajectory, always looking to develop and
improve.

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THE CLIENT PERCEPTION LADDER

The client perception ladder has four levels to it, and describes the different
ways in which you can be regarded by your clients.

Question:
Can you name and describe these four different stages given to each level?

Answer:
Level 1 – Commodity Supplier – Price sensitive
Level 2 – Service Provider – Products & service
Level 3 – Value Adder – You help them achieve their objectives
Level 4 – Insider – Consulted before action, a trusted extension to the family

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QUADRANT 2 TIME

Dr Stephen Covey described the importance of quadrant two time, in his famous
book the seven habits of highly effective people.

Question:
What is Quadrant 2 time allocated to?

Answer:
Time allocated to tasks that are important and valuable but not time bound or
urgent.

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BOOK-ENDING

NEEDS ADDING

Question:
Book-ending is a tip that can have big impact on your effectiveness, what is
Book-ending?

Answer:
Book-ending is a diary management tactic that can help you remain prepared and
professional, and ensure actions get actioned. It simply suggests that you block
half an hour preparation time prior to each meeting, and half an hour follow-up
time after every meeting.

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ODO™

The acronym ODO™ is valuable in multiple business contexts.

Question:
What does ODO™ stand for and what are the three questions you need to ask
yourself as you plan?

Answer:
Optimum Desired Outcome and the three questions you need to ask yourself are:

 1. What do I want to achieve?
 2. What are my conditions of success?
 3. What do I want the other person to be saying or thinking afterwards?

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STOPWATCH CLOCK

[simplestopwatch]

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Client Meetings Preparation Document



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Deeper Dive - Our Value Proposition - Driven by Purpose
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Deeper Dive – Our Value Proposition – Driven by Purpose

INSTRUCTIONS

In your groups (Team 1, Team 2 etc.), discuss and decide what you feel has the
biggest client impact when describing our WHY – HOW – WHAT.


1. WHY

Why do YOU do what you do? What is your purpose?


2. HOW

How do you operate with your clients?


3. WHAT

What does this purpose deliver? What value do you add?


TEAM 1


TEAM 2


TEAM 3


TEAM 4

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Deeper Dive - Client Resistance Handling
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Deeper Dive – Client Resistance Handling




IT’S ALL ABOUT…


PROBE


…AND THEN OVERCOMING A SPECIFIC BARRIER…

Present Solutions & Explore Objections - Handling Objections -
Objections/Answers
PROMPT - Common points of client resistance faced... *
PROMPT - Great answers to the points of client resistance faced... *
If you are human, leave this field blank.
Submit


FORM ENTRIES



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Deeper Dive - IDI-IDB Presenting Advice - Demo & Do
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Deeper Dive – IDI-IDB Presenting Advice – Demo & Do


LET’S WORK THROUGH A PRESENTING ADVICE CLIENT CONVERSATION TOGETHER…





LET’S PICK UP FROM WHERE WE LEFT OFF…





PENSION CONTRIBUTIONS CONVERSATION – SPECIFIC GOAL





LUMP SUM INVESTMENT CONVERSATION – NO SPECIFIC GOAL – JUST GROWTH





ESTATE PLANNING EXPLORATION – IHT LIABILITY EXISTS




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Deeper Dive - IDI Revealing Needs - Demo & Do
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Deeper Dive – IDI Revealing Needs – Demo & Do


LET’S WORK THROUGH A REVEALING NEEDS CLIENT CONVERSATION TOGETHER…





WHAT SHALL WE PICK…





FINANCIAL SECURITY IN RETIREMENT – SPECIFIC LIFESTYLE GOALS





MAKING MY MONEY WORK HARDER – NO SPECIFIC GOAL





ESTATE PLANNING EXPLORATION – IHT LIABILITY EXISTS




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Consultative Excellence Summary Infographic

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Deeper Dive - Bear Market Reviews
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Deeper Dive – Bear Market Reviews


BEAR MARKET – IT CAN FEEL TOUGH TO CONDUCT REVIEWS… THINGS DON’T LOOK GREAT…





BUT WHAT IS AN ‘HP’ WAY TO REVIEW IN BEAR MARKETS? WHAT DO WE WANT THE CLIENT TO
FOCUS ON? HOW DO WE BALANCE CONCERNS ON FEES AND PERFORMANCE?

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Deeper Dive - Bull Market Reviews
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Deeper Dive – Bull Market Reviews


BULL MARKET – IT CAN FEEL EASIER TO CONDUCT REVIEWS… THINGS ARE ON THE UP…!!!





BUT WHAT IS AN ‘HP’ WAY TO REVIEW IN BULL MARKETS? WHAT DO WE WANT THE CLIENT
EXPERIENCE TO BE?

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Deeper Dive - Lifeline Coaching Pit
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Deeper Dive – Lifeline Coaching Pit


HOW DO WE ‘SIGNPOST’ AND INTRODUCE THIS?





WHAT HEADINGS ARE MOST RELEVANT AND VALUABLE?





WHAT SKILLS ARE ESSENTIAL?





HOW MUCH DEPTH AND DETAIL DO YOU WANT?





ARE THERE THINGS TO BE WARY OF?





HOW SHOULD THE CLIENT FEEL DURING AND AFTER THIS EXPERIENCE?




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Deeper Dive - Trusted Adviser - Mini Masterclass
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Deeper Dive – Trusted Adviser – Mini Masterclass


HOW DO WE BUILD INTIMACY?





HOW DO WE REDUCE SELF ORIENTATION?

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Meeting Agenda Template



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Elicit Infographic

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src=”https://caremark.bigrocktraining.co.uk/wp-content/uploads/2021/03/Consultative_Sales_Excellence_Elicit.pdf”
width=”100%” height=”500″]

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Engage Infographic

[wonderplugin_pdf
src=”https://caremark.bigrocktraining.co.uk/wp-content/uploads/2021/03/Consultative-Sales-Excellence_Infographic.pdf”
width=”100%” height=”500″]

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BUY IN TO

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MARGINAL GAINS

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ODO PLANNING

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