the birnco way
about us brett birns vice president
malla birns certified financial planner
THE BIRNCO WAY Some of the best sales people in the country have been using this system for decades but not sharing it with others. At Birnco, we believe everyone who joins us should have access to these effective techniques helping people and earning an incredible income, that’s why we are sharing this skillset with you. Do not change any step if you want to have unlimited success.
SECRETS OF THE SALES CYCLE: When you’re with your client, it doesn’t matter if it’s via Zoom / face to face / phone call. STEP 1: Make sure the decision maker is there or you’re wasting your time. (Both spouses if married, or their partner) STEP 2: Prepare only 3 options for each client. Never ever ever any more. (Use the Birnco template). And if they have existing policies or investments, type out what they have on the template: 1. What they have 2. What you recommend 3. Keep a copy for yourself and give a copy to each client you are presenting.
SECRETS OF THE SALES CYCLE: STEP 3: Create a quick relationship to build trust with your client. Explain who you are. You can lean on the fact that Birnco is a 35 year old company when you begin then find a common topic of interest to talk about. If it’s someone you don’t know, look around the room. Is there something of interest you can talk about or some item you see that you have in common that you can ask them about or talk about? It can be something they’re wearing, it can be an item in the room, anything that gets the client talking and hopefully something you have a real interest in that you can discuss. It can take 10 seconds to 20 minutes. EXAMPLES: If they are wearing Jordan’s maybe ask them about basketball, etc. They are wearing a fashion item that you are knowledgeable with, talk about that. If they have a piano or guitar, ask about that. People like talking about themselves. Get them to talk and let them tell “their story”. If they have photos of a holiday on their wall, ask about that. Ask what brought them to Calgary if they’re not from here Ask about their business if they have one
SECRETS OF THE SALES CYCLE: STEP 4: While in the sale showing the three options, uncover who is asking the most questions – that person is likely the decision maker. Make sure to give that person much more of your attention. STEP 5: Pause and listen to your client after you present your three options. They might be satisfied and ready to buy. They might send you “buying ques” (very important, don’t miss this) or they might hesitate. At which point while you’re there, figure out how to fix the issues. Eg. Ask “what their budget is.” –> the most important question you can ask. Let them speak and most important, listen to them and adjust the sale accordingly. They are the buyer. Make sure you are selling them what they want.
SECRETS OF THE SALES CYCLE: STEP 6: Close the sale. (You need to initiate this step. Don’t be shy or apprehensive.” This is the whole point of your effort. Don’t leave without the sale or knowing what to adjust or having a definitive answer like a Yes or No. Try to figure out how to close while you’re there! Be prepared to adjust your sale. (Bring your computer and extra forms. A. You’ll need to step up and if everything is clear, proceed to Step B. B. Initiating closing the sale. Say “If you want, we can do the paperwork and get the process started.” Or ask them, “So what do you think?” (Don’t speak, just listen here) C. Client buying ques. that they may say to you so you know it’s time to close the sale: Examples: “Sounds great!” or “Do I need a medical?”
SECRETS OF THE SALES CYCLE: STEP 7: If there are pauses to buy after you do Step 6, find out what the issues are and fix them. (eg. The price needs to be adjusted) – This is the most common reason for someone wanting to “think about it”, so don’t stop here. Ask them if they want you to lower the price or ask what their budget is. Then go back to close the sale. Do not leave without a sale or knowing what the issue is that you need to fix and if possible, fix the issue while you are there. Your time is valuable as well as your clients’ time. These 7 steps are simple. Don’t be confused by that. These skills are effective and get it done. Complicated is actually disastrous in sales. Do not show off your knowledge. Keep it simple always and give your clients permission to interrupt you and ask questions anytime. “Feel free to interrupt me anytime if you have any questions.” You need to simply communicate why you can help them. Show 3 different options (price points) and close.
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