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THE PROSPECTING FLOW: Initial Profiling Questions and Objection Handling

From the diagram below, you can see the flow of managing a prospect objection. First, relax knowing the prospect isn't rejecting you or your possible solutions; they are rejecting being interrupted. Acknowledge their issue with a simple, "I understand." And if necessary, ask them a question to clarify their issue and respond. If the prospect plan decision maker states, "Our plan is working fine." You might reply, "Fine is on the way towards great. I can't make your plan great overnight, but I can work towards it over time. What do you want to see improved with your company 401(k) plan?"

THE PROSPECTING FLOW: Starting the Conversation with Prospect 401(k) Plan Decision Makers

The diagram below shows the evolving steps of a cold call to a prospect plan decision maker from the initial contact to setting up the Discovery Meeting. No matter if your activity is cold calling, dropping-by or social networking there is the moment when you start the conversation with your prospect plan decision maker about their company 401(k). I call them the "why you" words.


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