NAIFA Sales System

Why does one salesperson with the same background, education and experience as another, outsell them by many times?

What are the key factors that attract customers to do business with one salesperson and not another?

In today's market, establishing a competitive advantage is often less about strategies and products than the day to day actions that you do.

The NAIFA Sales System focuses on insights and observations gained over 40 years of research to help sales professionals achieve breakthrough performance.

This is what we know:

• Success in sales has more to do with who you are than what you know.
• We always do business with people that we trust, who we feel have our best interest in mind.
• Knowledge and skills will always be required for success, but it is your attitudes, beliefs and values that will provide the framework for great success in the long term.

Salespeople who develop customer focused skill:

• Gain the trust of their clients
• Will have a more productive business practice
• Attract more clients and gain more referrals
• Build long term client relationships
• Achieve sales success

The NAIFA Sales System is designed to help you achieve professional sales growth by combining a proven sales process presented in 12 online modules, Fundamentals of Integrity Selling® with action-oriented skill development exercises email support and feedback provided by experienced sales coach, Bob Arzt, CLU, ChFC, LLIF.

The program is not a "once and done" workshop where you are provided reading materials, participate in a one-day seminar then go home and do not consistently apply what you have learned. It is not a quick fix—rather it is designed to encourage sustained behavioral change over the four-month course period and beyond.

The 12 module online course is based on the concepts found in the book, Integrity Selling for the 21st Century, by Ron Willingham, founder of Integrity Solutions, an international leader in sales and customer service training and development with more than two thousand client companies.

Course content includes an in-depth presentation of how to build trust and lasting relationships with your clients through a customer-focused sales process that aligns with your goals and personality traits. The concepts are reinforced through weekly guided practice and application exercises.

Course Structure

The program has 2 components:

1. Twelve online modules, each 60-90 minutes in length, one module to be completed each week.
2. You will submit one homework assignment each week and receive feedback from your sales coach. The homework assignments consists of 3 questions related to the course concepts that you applied each week.

Location: Teleconference – call in number and pin will be emailed to you.

Who Should Participate?

• Agents and advisors who are new in the business
• Agents and advisors with a great deal of experience who want to bring their business to the next level
• Agents and advisors who feel that their business has become stale and want to get themselves back on track

For more information and to sign up: www.regonline.com/naifasalessystem.

Module Descriptions

Module 1: The Four Traits of Highly Successful People

Success Principle: Success in selling is more an issue of who you are than what you know. While knowledge is necessary, sustained success comes to the person who's driven by strong values and ethics.

Module 2: Approach

Success Principle: People are more apt to trust and open up to you when you listen to them, care about them, and have a sincere desire to understand them.

Module 3: Selling Is An Inside Job

Success Principle: Selling with Integrity is preceded by living with integrity.

Module 4: Interview: Finding Out People's Needs So You Can Recommend Solutions

Success Principle: The art of persuasion is paradoxical. The more we attempt to persuade people, the more they tend to resist us. But the more we attempt to understand them and create value for them, the more they tend to persuade themselves.

Module 5: Developing Stronger Interviewing Skills

Success Principle: People are silently begging: Don't try to sell stuff to me. Listen to me. Value me. Understand me. And sincerely let me know that you want to help me.

Module 6: Demonstrate: Show How You Can Fill Need That People Admit Having

Success Principle: Your presentation will be more effective when you focus on filling needs, satisfying wants, or solving problems than when you focus on your product or service features.

Module 7: Releasing Unlimited Achievement Drive

Success Principle: Sales power is released to the extent that your desire for the rewards of higher goals excites, energizes and motivates you to learn, grow and stretch.

Module 8: Validate: Cause People To Believe and Trust You

Success Principle: All lasting relationships are built on trust. People tend to trust us when we are trustworthy people.

Module 9: Winning Over Negative Emotions

Success Principle: The main challenge of selling is emotional control. Learn how to manage your emotions and you'll manage your sales outcomes.

Module 10: Negotiate: Work Out Problems That Keep People From Buying

Success Principle: People are more apt to listen and to understand your point of view when you listen to and understand theirs.

Module 11: Conditioning Your Mind for Unlimited Prosperity Consciousness

Success Principle: Prosperity, or poverty, is a state of mind that has been developed through your past conditioning. But it can be changed through new conditioning.

Module 12: Close: Get a Positive Decision That Creates Mutual Value for You and Your Customers

Success Principle: You don't sell in the close, you close after you've sold

For more information and to sign up: www.regonline.com/naifasalessystem.

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