Taking the Mystery out of Stalled Deals

We asked participants: What’s the one best thing you learned from this presentation? What are you going to do differently in your business now that you’ve heard these ideas?

“I learned that overlooking the importance of first defining a problem before skipping to showing options could make a significant difference in whether a prospect or client takes action. I’m going to work more on figuring out the cost, consequence and risk associated with a prospect or client not taking action so that I can help them define it to themselves before presenting my solution(s). What an awesome and helpful presentation! There are so many people I look up to because of Real Wealth. Thank you for having the best speakers on Power Session LIVE to share their successes with us!” -David Babulic

“Mindset approach always needs to be helping. Use the compass.” -Timothy Smith

“Don’t skip to presenting solutions! First agreement on the cost of the problem, and that they want to fix it. Questions, questions, questions!.” -Elie Aharon

“How to stick to the process. Let prospects tell me that they want me to fix their problem.” -Christopher Sparks

“Ask don’t tell. You guys rock!!!!” -Gail Van Nest

“It enforces what Chuck presented to MassMutual Pacific Coast in March. Never jump from Aware to Options without knowing if the client wants to Fix the problem.” -Doak Belt

“Cost, consequence & risk. Ask more questions.” -David Oldenburg

“Blue ocean. Solutions. Thanks.” -Chris Liebum

“Enhance my questions to help stir my sales presentation process. I’ve done it, not every time, but he breaks down where I need to go and what I often skip over. GUILTY! Incorporate the questions from Chuck, possibly sign up for his training. I’ve always struggle with this part of the process, asking good questions consistently. I’ve differentiated but not on this level. Chuck has given me a solid dose of humble sandwich but empowered me to make changes that I know i will see on my bottom line.” -Mark Kokosko

“I need to clarify the cost/consequence/risk of not taking action. Try to clarify the cost/consequence/risk of not taking action!” -Courtney Cuykendall

“The importance of going to Q1 and Q2 before going to Q3. Consciously using the Red Flag Compass in meetings with prospects.” -Robert Billingsley

“That I have to completely shift from the benefits communicator tot he change navigator, yikes. I signed up for his sessions!!!! Great job today.” -Shelley Bullock

“Being able to quantify my sales process is huge! Help people to see the problem(s) vs telling them the benefits. Keep this coming!” -Rick Lam

“Bulls-eye!!!! Chuck has really broken down the process we go through, and how we are truly skipping all the questions we should be asking to get the prospect into the conversation. The old way, we think we’re being smart -we couldn’t be dumber! Start practicing my questions and using them with each meeting. The time spent with Real Wealth is always valuable. Keep up the good work in bringing so much to us in our “silos” of practice across the country. Today was super valuable!!” -Doug Bird

“Rethinking the sales process. Use the compass. Jim, great spending time with you at MDRT….Thank you so much for the advice you gave me regarding my son….You were very observant and right on with your recommendation. I’m trying to get my General Agent to have all his agents gather in their meeting room to listen to Scotty next month. As I told you at MDRT…..Your monthly programs can replace our old NAIFA meetings….Keep up your great work. ” -Larry Ricke CLU, ChFC New Albany, IN MDRT 44yrs

“Spend time preparing for the questions to be asked rather than spending time on the solutions to be presented. Present the LOSS (by clients inaction, rather than the GAIN by his action). Practice asking more questions which the client can see and feel that there is a problem he/she needs to solve.” -Gobind Hemnani

“Being more deliberate on making sure the prospect wants to fix the problem. Be more methodical about not skipping to Q3.” -Garth Hassel

“Don’t skip the sales process. Ask more questions and find the problems.” -Ramit Saha

“Hearing Chuck explain “The Compass!”. Print & Learn the Compass after I hire Chuck & his firm for $50/month!!!. I continue to Brag & Promote you to my friends in NAIFA.” -Michael Garrity

“Understanding people want to solve their big problems and the ones they consider “small” even if they should be a priority, don’t. There is a huge positioning issue and helping the client understand their true needs vs. the perceived needs. Seeking to learn more and continue my education around people. This was one of the better webinars I attended (for what I see as needs in my agency).” -William Avon

“That there is an organized process. Follow the quadrants.  Todays presentation has been great. Very helpful. Thank you for lining this up.” -Tim Preston

“Refining the SET4 process I use for College Planning Workshops, to Free Evaluation visits at their home to emphasise initially they are suitable candidates for my/CPN’s services. If they buy into that then we move to a Discovery meeting where those questions are refined to provide a financial solution for life. But I am/they at SET4 mentor are missing the point of what will happen if they continue on the path they have been on and will continue without me. Certainly take up Chuck’s kind offer of $50 one time along with the Red Flag Compass.” -Roger Relfe

“Be less of a communicator and more a change Navigator. Ask questions, identify the problems.” -Moshe Matatyaou

“Have to provide a solution to help the client overcome the problem that is getting in the way of what they want. Begin to focus on whether clients are ready to fix their problem once they become aware of it instead of jumping to options.” -Evelio Silvera

“The compass was great! Use the compass! Great stuff!” -T Binge

“I do a combination of communicator and navigator. I need to become more of a navigator. Focus on being a navigator.” -Mary Gruenberg

“To understand a proper guideline steps process and to practice it each day. When sitting down with a prospect I will used the fact finding and not be afraid to asks questions.” -Doris Hipol

“You can’t solve a problem that your client doesn’t know he has or doesn’t think it is a problem. Ask questions and listen.” -John Brooks

“Ask the right questions. I’m going to prepare the right questions and forget the spreadsheet. You’re doing a great job.” -Adam Thielen

“Discover client’s most important problem(s) ASAP so we can possibly help solve it ( or them )! Work on becoming a “CHANGE NAVIGATOR”!” -Ken Rosko

“The compass. Use the compass to solve problems.” -Andrew Chymych

“Difference between benefits seller and navigator. Assess whether a prospect recognizes a problem before offering solutions.” -Susan McWright

“Quadrants and not getting ahead of myself. Become a navigator.” -David Ion

“What I was doing wrong and when I was doing it wrong. Slow down and think about where I am in the process and make sure I do not skip steps or glass over a step.” -David Bailey

“I need to hold back on presenting ideas before prospects recognize they have a problem.” -Randall Reichenbach

“Questions, questions, questions. Use more questions.” -Gail Dodd

“Questions/ Fix problems. #4.” -Gordon Conwell

“How to approach prospects. Identify the problem before showing solutions.” -David Spencer

“Ask questions to discover if there is a problem and is it big enough to want to fix it. Ask questions, listen and stop talking about the benefits.” -Robin Washington

“Ask questions, listen and care about your clients. I am already using Chuck’s Red Flag Compass. I need to continually improve my skills as I use is system.” -Coby Harper

“Getting clients to decide “yes” first, before you jump ahead to providing options for solutions. Be very careful & deliberate in asking enough questions to get a “yes” to fix problems of the client first, before providing my solutions or product options.” -Joe Anthes

“Asking more Questions. Focus on the quadrants.” -Cliff Wilson

“Take tone. Get buy in on problem.” -Sam Landman

“DYNAMITE!! I’ve never cared for the “numbers” approach or the “products” approach. Ever since I started using the “let me find out what your problem is and solve it” my closing ratio changed dramatically. I’ve already oriented my approach to being and educator and problem solver, but this was a solid, boilerplate presentation on the nuts and bolts of the approach.” -R Allan Jensen

“Mindset Retraining. Compass.” -Doug McMurry

“The Compass, etc. Explore Red Flag.” -Steven Holtz

“Process Clock. Don’t skip 6 o’clock.” -Stephen Burk

“Commit to fix. Don’t fly over to the solution once aware of the problem.” -William Schweitzer

“I now understand the difference between telling and asking questions in my prospecting efforts!” -David Kinder

“To reevaluate the sales process. Concentrate more on defining client problem.” -Steve Milazzo

“Ask Questions. Ask Questions. Chuck is a good speaker with great material.” -Barry Boscoe

“Follow through with ideas…implement them to create a system to serve our clients better. Same as above.” -Joanne Silbernagel

“The client needs to see there’s a problem first!. I’m already practicing!!! Delay the solution & benefits: cost, consequences, risk first! And are they worth it to fix the problem? I loved it! Thank you Tom Zheng’s for introducing me to Real Weath!” -Robert Skelly

“That I’m a Benefits Communicator, but want to be a Change Navigator! Focus on the Professional mindset and what quadrant my prospect is in as I guide them through the decision making process.” -Scott Marcus

“Slow down in the sales process and be sure that the prospect agrees they have a problem they need to fix before presenting any solutions. Develop a “script” of questions to that help a prospect recognize they have a problem they want to solve by working with me.” -Aubrey Shaw

“That I have got to stop assuming my products or presentation will close the deal and practice on asking the right questions. Put into practice what I learned today! Just keep them coming!” -David Parker