SALES CYCLE

PROCESS
DR. SANJAY TOLANI
 DR. SANJAY TOLANI

Dr. Sanjay Tolani

Sales Cycle Sharing
 DR. SANJAY TOLANI

Stage 1: Prospecting
What you need to achieve: Your objective of Stage 1: Prospecting
will be to filter out quality prospects and increase the chances of
them meeting or talking to you.

- A. Have at least 3 sources of consistent leads

- B. Filter your prospects and prioritize them base on your chances
to close the deal with them and case sizes
- C. Meet at least 4 prospects a day
- D. Spend time following up with your existing clients

3 Types Of Prospecting Method:

Cold Prospecting, Warm Prospecting & Hot Prospecting

Case Study:
What Prospecting Strategy can you use during this period of
time?
 DR. SANJAY TOLANI

Stage 2: Presentation
What is concept presentation?

- Milestone #1: Your prospect must like you

- Milestone #2: You must be able to transit from a conversation to
a presentation
- Milestone #3: You must show a relevant concept presentation
that will impress your prospect
 DR. SANJAY TOLANI

The 4 rules of thumb actually cover the 4 different type of

products, did you notice that?

Now, we will not be going to go into details with the mathematical

formula because that is not the point here.

The point instead is for you to understand that there is a Rule of

Thumb for insurance and using it, you should be able to know how
much insurance you need.
 DR. SANJAY TOLANI

Case Study:
What Concept Presentation can you use during this period of
time?

SELL
Product Concept
INSURANCE
 DR. SANJAY TOLANI

Stage 3: Objections
What you need to achieve?

- Handle any objections that your clients raised confidently and

transit to closing.

Let's run through a few objections &

I’ll show you how I apply it!
 DR. SANJAY TOLANI

EXAMPLES:

#1 : I already have insurance | I have too many insurance policies

| I have sufficient Insurance coverage..

#2: I don’t see the need to buy life insurance | I don't need an
insurance, I can manage my own risk..

#3: Company plan is not as good as the other plan | Other

companies policies are cheaper. | I am still comparing with other
companies | I want to compare with other products and
companies first. [Version 1].
 DR. SANJAY TOLANI

Stage 4: Closing
What you need to achieve?

- To get your clients signature. As soon as you receive the closing

objection, you should know it is the perfect time for you to ask for
a signature.

9 CLOSING STRATEGIES:
- #1: DIRECT CLOSE STRATEGY

- #2: ASSUMPTIVE CLOSE STRATEGY

- #3: OPTION CLOSE STRATEGY

- #4: URGENCY CLOSE STRATEGY

- #5: SUMMARY CLOSE STRATEGY

- #6: SUGGESTION CLOSE STRATEGY

- #7: QUESTION CLOSE STRATEGY

- #8: REVERSE CLOSE STRATEGY

- #9: OBJECTION CLOSE STRATEGY

 DR. SANJAY TOLANI

Stage 5: Maximizing Your Sales

What you need to achieve?

- Maximize your case size. This is probably something not taught

to many. We all know small cases make you survive, but big cases
make you rich. Stage 5 is extremely important if you want to
convert your small cases to big cases.
 DR. SANJAY TOLANI

CASE STUDY
Now Let Us Run Through The Full
 DR. SANJAY TOLANI

Roots & Tree

Presentation

Mr Client, a tree has many roots right? Also, the strength of the
root decides how tall the tree grows. If I cut the top of the tree, as
long as the roots are still there the tree can still grow back! That is
the power of ROOTS.

Similarly, the roots are what we called INCOME. The tree is what
we called ASSETS.

If someone steals your assets, your income will grow your assets
back, HOWEVER, if your income stops, all your assets will fall
down.

If I cut off the roots of the trees, the strongest tree in the world will
fall. My job is to protect your ROOTS. This is what we call INCOME.

So there are certain rules to that.

<Directly after each concept transit to introducing the rule of

thumb> (Bottom Picture)
 DR. SANJAY TOLANI

Now, Mr. Client I am going to give you the formula that I’ve given
to all the other clients so that you know how much insurance you
require. From now on, you don’t need to sit with another financial
advisor.
 DR. SANJAY TOLANI

This presentation is a step by step approach to financial planning

and a universal presentation that has been done in many
countries. If you can
understand this process, it will allow you to have a higher closing
ratio.

So let’s start with the most important number in the world which
is 28,000.
You see 28,000 is the average number of days a person lives.

Which is equals to 76.71 years. Let’s assume it’s approximately 80

years.

I like to break this 80 into 4 parts.

0 to 20. 20 to 40. 40 to 60 and 60 - 80.

0 to 20, we study, play, fool around.

 DR. SANJAY TOLANI

0 to 20, we study, play, fool around.

20 to 40, we get our first job, we buy our first car or first
house, we get married, and we have kids.

40 to 60, we might change our job or start a business. So we might

take on a second job. We definitely will buy a second car as it's
been twenty
years if not you will be driving a piece of junk. We might buy a
second house,
as an investment.

However, more importantly, it's our kids are getting ready to

finish their first part of life.

60 to 80, we hope to retire.

Now this part of our life is most important, because there is no

income. So we started with 28,000 days, if we subtract half of it
which is
14,000 days, we all have 14,000 days to achieve all our dreams.

Our kids’ dreams, our parents dream, whatever dreams we have,

we
have 14,000 days to achieve it.

If you are around the age of 35, this part of life is already
over. You only have that much time left.

During this period of time, there are 4 universal fears.

The first fear is, what if I cannot work to 60? What if my career get
derailed by either disability or a bad illness?
 DR. SANJAY TOLANI

The second fear is, what if I don’t reach 60? If I don’t reach 60, I
may have a problem and that’s our second biggest fear.

The way to handle it is through the use of a product call life

insurance which is an income protection for family in the event of
death.

The third fear is, how much is needed to retire? 5 million dollars,
10
million dollars, 20 million dollars? How much is enough to retire?

Now we all have a different method to answer this question.

The fourth fear is, can I ensure that my children start life with the
right foundation? And the best foundation is to have the right
education.

I’ve done this presentation in more than 50 countries, if you

notice, in one presentation I have covered 4 different products.

In relation to the first fear, what if I cannot work till 60? And the
product that helps you to take care of that is either critical illness
product, or income protection due to disability.

How about the second fear, what if I don’t reach 60?

Now, the only thing that can stop you from reaching 60 is that in
case you pass away. So, for that we have a product call life
insurance.

The third fear was, how much is enough to retire? There are
different formulas to answer these questions, the book gives you
answer to these questions as well.
 DR. SANJAY TOLANI

Finally, the fourth fear is how much is enough to make sure that
my children will start life with the right foundation?

We all know that the right foundation for any child is a decent and
good education. Again, this is a guaranteed pay-out, so people
need to plan for it if you have children.

If you can follow this step by step process and if you do the exact
presentation with every prospect, you have now covered every
aspect of financial planning.

To help you visualize better, I have uploaded a video on the 28000

presentation in YouTube.
DR. SANJAY TOLANI
 DR. SANJAY TOLANI

Learn more from Dr. Sanjay here:

learn.sanjaytolani.com

Download the Financial Planning Book here:

financialplanningbook.com