Change Buyer Behavior & Sell More Annuities

Most sales training is ineffective because it assumes that consumers make rational decisions in a linear 1, 2, 3 fashion. But consumers make normal decisions and their minds work like a ping pong ball. This means annuity producers often don’t connect with the consumer and the result is no sale.

This 4-part webinar course is designed to help producers connect with consumers resulting in fewer objections and more sales. The sessions are led by Jack Marrion, and use examples from his best selling book as well as from new research that are all designed to help producers close sales.

Each webinar is less than 30 minutes long and agent questions are encouraged. These webinars are only available through American Retirement Systems.

#1 Why Most Sales Training Doesn’t Work Well (and what does)
-Behavioral economics is not psychology of selling, but the psychology of buying
-Exemption Preemption
-There are no magic words 

#2 Using Math To Persuade Or Confuse
-Mastering vividness bias
-When to use absolute versus relative numbers
-Fractions are not your friend

#3 Mental Accounting (utilizing the weird way our brains process numbers)
-House Money Effect to sell insurance
-Deal or No Deal to counter investment reps
-Why changing a $20 can increase your average sale

#4 Reference Points – Good and Bad
-How to control the situation
-The sales is all about framing
-Regaining control
 

*After registering you will receive a confirmation email containing information about joining the Webinar.

System Requirements
PC-based attendees
Required: Windows® 7, Vista, XP, 2003 Server or 2000

Macintosh®-based attendees
Required: Mac OS® X 10.4.11 (Tiger®) or newer