05/27/2017
WHLsystems Value Propositions:
As a member of the WHLsystems team YOU have
Rampath Seebalack
David Lock
Hal lumley
1: Present Team member
Rampath Sebalack
Distinct Financial Services
You are defined in business not by what you do,
2: Distinct Financial Services: AGA
[email protected]
3:high end Training from LLQP to high end Estate Planning on the go from Financial Services opportunities;
4:Access if you qualify to our high end Marketing to our client base:
5:Seminars on how to pay for your Capital Gains with $0.25 cents of the $!
6.Marketing the Apple App ToothPixie
7.Proven Agent Agency and Company Builder: Founder FMI 2001 to $25.M valuation July 2007
9:Linkedin access
https://www.linkedin.com/in/hal-lumley-29862110/
10:Founding Member of Agile: Access to a Mobile Quoting Engine
http://gabandagi0c.qa.insurancewebsitebuilder.com
This app has requests to Quote and is much more robust as you will see if you play with the app hence a price increases to $30000
11:Get access to the author of House Hold as An Economic Unit: 5 CE credits
12:WHlsystems is an accredited CE credits: From your home
What Makes You Different July 2009.doc
$ 1000:00
Let's examine you in the context of what makes you who you are. What are your intrinsic traits that make you who you are? This is the first step in creating what differentiates you from everyone else.
It’s the key ingredient for establishing that significant difference.
YOU:
Areas of unique strengths/significant advantages or features (bragging rights):
8. Your philosophy
9. Significant Life events
10.What you like to do
11.What attracted your present past employers to you?
12. Your attitude and demeanour
13. Your Vision
1.Your resume
2.Previous work
3.Charitable work
4.Where you went to school
5.Your sports activities
6.Your education
7.Where you live
REMEMBER:
Whenever possible, people decide by differentiating.
What sets you apart from your peers and competitors?
It is not enough in today’s consumer orientated environment to make blanket statements ---they should be validated. The consumer needs proof!
People’s perception of you is impacted by:
• Your philosophy
• Your mannerisms
• Your dress
• Your speech/dialect
• Your history
• Your company
• Your culture/ethnicity
• Perceived honesty
• What their friends say
• How you contacted them
• Your professionalism
• Your attitude
• Your age
• Opinions
• Reputation, etc.
• OtherUNIQUE ABILITY
NOTE:
We use New in the Business deliberately because most producers/salespersons consider this a negative. We want to demonstrate how this system allows you to easily create benefit and value statements.
1. Now that you have determined what makes you different/UNIQUE ABILITY we need to expand on this to determine
• How it is expressed in your life and business. This is because it’s easy for you and your competitors to make benefit and value statements that are simply not substantiated in actual practice. In other words do you “Walk the Talk” or deliver what you say.
For example, lets assume you identified New In the Business as one of your unique strengths. For most salespersons/producers new in the business would not necessarily be readily apparent as a benefit (what it means to the consumer)
Lets explore this further!
HOW IS IT MANIFESTED
• New in the Business might express itself in the following ways:
o Excited about the career and business opportunity
o You are likely motivated to:
▪ Perform
▪ Prove yourself
▪ Earn more money
▪ Please the client
▪ Go out of your way
▪ Willing to learn
o Not confined by old paradigms
▪ Willing to try new things
▪ You are current with your tax laws/Have current knowledge
▪ You have a vision
▪ Know your strengths and weaknesses
▪ You have values and a Business plan
▪ Readily call upon others to assist you
This exercise expands upon our significant Unique Ability or differences and gives us a deeper understanding of what we have to our prospects and clients.
WHAT DOES IT MEAN TO THE CONSUMER; Benefit
2. Putting ourselves in the “Mind of the Prospect” by asking ourselves “so what” for each statement we have identified is an extremely powerful exercise.
• It eliminates the I, the ego, the marketing glitter, and essentially cuts to the chase?
What does this mean or do for our prospects, clients or centres of influence?
• Completion of this strategic look at your self will place you significantly ahead of anyone who has not completed this kind of self-analysis.
EXAMPLE
3. Lets examine New in the Business as an example of how this works. EXAMPLE
3. Lets examine New in the Business as an example of how this works.
How is it Expressed
What does it Mean to the Prospects/consumer/client
1. You are motivated to:
a) Perform
a) Will go to any lengths to please your clients
b) Willing to try new things
b) Open minded and will listen to their needs
c) Vision
c) Understanding where you are going will assist you in not getting side-tracked in your service and dedication to their needs
d) Philosophy and Values
d) Your philosophy will not allow you to compromise your clients needs and you would not represent a carrier that did not embody your principles and integrity
This demonstrates TRUST
VALIDITY TEST/PROOF
4. Now that we have put your self in the mind of the prospect, from their perspective, its unlikely they will automatically believe you.
• This is a trust building process and they will often want proof or validation.
• We believe it is important to validate or provide proof even if they have not implied an interest, because lack of trust is the number one reason prospect do not buy from a salesperson/producer
• The consumer is not likely going to tell you they do not trust you
• Show the prospect anything that you have determined makes you different (i.e. Personal Services Portfolio)
• Expand on your qualifications/degrees/course taken etc.
• This enhances YOUR credibility in their eyes
We will examine your commitment/affirmation to these ideas in Creating Your Strategic Sales Plan but in the interim be careful of making statements you do not believe or cannot deliver.
YOU
Unique Strengths
SAMPLE
PRIVATE FACTS
Those things that
Define who you are
SIGNIFICANT DIFFERENCE
Your Knowledge of Self
SO WHAT?
What Does This Mean to the Consumer?
PROOF TEST OF
VALIDITY/CREDIBILITY
References, Guaranteed
COMMITMENT
YOUR AFFIRMATION (STUCK POINT)
Agree (Yes)
Disagree (No)
Why You Feel This Way
1. PEOPLE
2. PRODUCT
3.Process
4.Knowledge
5.Time in Business
6.Training
7.Reputation
8.Experience/Age
9.Technology
10. Implementation
11. Service
12. Delivery
13. Organization
14. Customer Base
15. Application
16. Education
17. Personal Traits
18. Hobbies
19. Interests
20. Opinions
21. Other (i.e., Age)
• You will not find an entry for each category
• Give your customer three or four pieces of concrete information that effectively links you/product/service to what your customer a value is far more important.
1
1
WhLsystems 2010 Copyright Whlsystems
PS!
Hal lumley is a founding member of Boys R BAK rock group: here's our YouTube video
https://youtu.be/
74 Mulcaster
Barrie Ontario
L4M3M4
The Boys gathered up all their photos and videos and put together a song video for The Wind and the Waves. Hope you like it. Boys R BAK.
