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Training scripts for Financial Services.


                                     Training scripts for Financial Services.  
and    Financial Planners training programs.                                


Financial services training programs teach prospecting skills. The cornerstone of financial services training is teaching salespeople how to prospect for new clients by simply calling them. Financial advisor script training does a good job of teaching a person how to sell their financial products but they skim over the prospecting skills needed to actually make the call to get a prospect in the first place. The training rarely includes adequate practice, drill, and rehurse of the words used to make a successful prospecting call.  

                         Sales script and prospecting script for Notice of Default        


Getting new business requires obtaining new skills. Financial training scripts insures that salesperson gives the same uniform message, guarantees, and policies that the company must stand behind. When you are skillful with the words learned in financial services training, you don't have to constantly sell, use pressure, or be manipulative. Often in financial training the actual words get glossed over. Getting new business prospect involves selling the features and benefits of a product or service. A business training script just adds the proper elements to every prospecting situation. If you can remove the fear of the prospecting call, your business revenue will increase.

     Training scripts for real estate.   Training course for real estate.    Sales scripts for training real estate agents.  

Financial services training may be good, but prospecting skills are glossed over. A financial advisor script course usually offers speaking skills but it offers very little skill building. The most important component of a sales training programs is training salespeople to prospect  but it is also the most overlooked. Speaking skills are by far the most critical part of telephone prospecting because it is the only element that a prospect hears. The sales trainer can only try to improve their speaking skills.  Financial advisor training programs are usually taught by non-selling people who have been unsuccessful in sales.

        Financial services training tries to impress their audience with speakers who are confident, eloquent, and have a flair for entertaining the troops. 

        Financial services training usually concentrates on captured business instead of finding new customers. 

        Financial planner training programs are usually taught by non-selling people who have been unsuccessful in sales.
 

Always searching for the next big thing. Financial services sales managers are always searching for prospecting ideas and new tools for sales training. Companies are searching for training classes to teach salesmen how-to get new business. It has become more competitive then ever for reaching potential customers. There are no more suckers and there are few gullible people out there. There's a small but limited amount of prospects who still respond to slick salesmanship and high pressure tactics. 
 

Financial services training courses often use outdated methods. Financial services training courses may contain old and outdated methods for teaching skills regarding getting new business. Not that sales trainers don't care about it, the fact is they don't know enough about sales scripts or even how to write a sales script. Most business financial services training programs and business sales trainers teach a pitch style of sales script. Many sales managers think that a "pitch" style of sales script is the same as a prospecting script, ...it is not.  
  

Old-school methods. Costly beliefs result in lost sales. Financial sales trainers find that people resist anything that is new. “Well that's just the way I am" and "If the prospect doesn't like it, then that's their  problem." The prospect doesn't have any problems. Their way of showing it is by not even letting you talk to them. The prospect cannot be held accountable for your problems. Sales managers all agree that "old-school" salespeople can create problems. To adapt a "new idea" of a financial services training course, one must abandon an old idea of sales training"


Obsolete ideas create problems. Financial services sales managers who have been around for long time may inadvertently create problems for the new salesperson by passing on “obsolete ideas" regarding telephone prospecting for new business. It's a problem that sales trainers and business coaches have a difficult time with. Financial services sales managers may say that prospecting is a game of numbers. That's only partially true because telephone prospecting is a skill regardless of how many calls are made.


Salespeople resort to "jungle fighting." Salespeople often resort to jungle fighting tactics they learned from some other industry. Financial advisors operate on the assumption that their salespeople are saying the right things all the time. They're surprised to find their worn out phrases and outmoded sales dialogue is still being used and financial training programs. They discover that prospecting dialogue is offensive, politically uncorrected, sexist, and crude words are used. Their company is being represented by an inarticulate salesperson with inadequate skills
 

Some financial services training programs often repeat old worn-out dialogue. Some financial services sales manager are only are capable of seeing the sales and business development process in the same light as they understand it to be.  Sales trainers can only teach from the experiences that they are accustomed to. If the sales manager doesn't know any other way, than the salesperson thinks that is the “only possibility.” Most financial services trainers mindset is a result of the popular speakers and experts telling them about the way it was 20, 30 or 40 years ago.
 

Financial Services sales trainers are a product of their own experience. Everyone is a product of their own experience. Sales managers may have taught the wrong principles to begin with. There is no set standard for the sales trainer to make a training program. Sales managers teach sales training programs and business training programs in contrasting styles, from low pressure to high impact. Depending on a training directors background, they teach a laid-back style or they teach a "take no prisoners approach."  There’s a difference between telling a saleperson to come up with something to say, and what to say “verbatim.” It's rare for an "old experienced salesperson" to help the new salesperson to practice their prospecting skills.      
 

The "suits" (management) often get in the way of salespeople prospecting. The boss says to the sales manager or sales director ... “tell them about how great our service is” or “do anything to get the appointment.” It's the impossible presumption that all salespeople have the talent and capacity to do so. The sales manager frequently taught the wrong words when teaching prospecting techniques. Financial services sales training courses are sincere in their beliefs as to the words they want used when telephone prospecting. 


Sincere .. but sincerely wrong!  The financial services sales training may be “sincerely” wrong to believe that their words cannot be improved upon. The sales manager or sales trainer's choice of words may be the result of a cursory selection of what to say. The business sales manager may choose from a selection of two or three words instead of thirty. They have spent a few hours instead of a few weeks or months to come up with a script. 
 

The "ABC'S" of prospecting ..  Always Be Closing.   ... SELL!  SELL!  SELL!   But not when prospecting! Financial sales trainers often believe in the "ABC's"... always be closing. Their mantra is: Sell! Sell! Sell!  Some training directors still believe that telephone prospecting is the act of "attempted manipulation." All of their words are designed to manipulate and change the prospects thinking. Salespeople are taught that everything is a zero-sum game. A prospect must lose therefore the salesperson wins. They think that a prospect can be sold with a few overpowering words.
 

Financial services sales training teach scripting that are a narrative of a sales conversation. Many sales trainers  train on "conversation" style sales scripts. Business trainers erroneously train on prospecting scripts that contain what the salesperson says and what the prospect says. In the real world it doesn't always happen that way. The idea that training on a prospecting script that contains what the salesman says “and also” what the prospects says is merely listening to a narrative of a sales conversation. It's like overhearing a salesperson talking to a customer. The "conversational" scripts go from A to Z without deviation. 


Financial advisors get tripped up. Unfortunately these converstional type of scripts are used when making an actual telephone prospecting calls. The salesperson gets tripped up the moment the prospect has a question or objection. These types of "sales narative" scripts may be used to illustrate what takes place during a call, but should never be used as the actual prospecting script.


Rote memory & "Canned speech." Most Financial Services trainers were trained on rote memory and canned sales scripts only.  Many sales trainers teach dialogue that they envision takes place in a perfect world. They rarely get in the trenches and in the front lines of face-to-face communication. Some sales managers talk of ideal situations in which the caller and prospect are always in agreement. They adhere to a stereotypical business conversation. That kind of prospecting script and sales script and basically provides the opening act but does not have the words to carry it to its conclusion.
 
 

Doorknocking is just not practical anymore. Financial training scripting reminds us that door to door selling is costly and time consuming. The days of door to door prospecting and selling are just not practical. It's not that it's inefficient; it's the cost that has escalated making it difficult to add the personel touch. Determine if prospecting by telephone call becomes a "choke point" in your plan to get new business. If it is the sole reason you get new customers, it becomes a huge obstacle if it is not done.


"Buzz-words" are confusing to some prospects. Financial training scripts teaches that sticking to a sales script eliminates the latest buzz-words that can become a source of misunderstanding. Buzz words have created problems for the financial training script program because they change so often. If you are a  sales manager or sales trainer, you can provide your sales staff with the scripts that are advantageous for making a prospecting call.