If you've just started, the most important advice I'll offer right now is this: Be able to explain, verbally, What is Aflac? Practice this as soon as you can. Talk to friends. Family. Anyone who will listen.
IMAGINE YOU ARE A STARTUP
You also may not know that you're now an entrepreneur. Your business at Aflac, whether full-time or part-time, is yours. No one tells you to clock-in or clock-out. You determine your own profitability.
Imagine you've just opened an technology startup. For fun, let's call it UBER. How will you make it work? If people have never heard of UBER, they aren't going to use it for transportation if there's a taxi stand down the street. So you've got to attract new customers to the concept through marketing. Or else you'll have no customers, right? And you must provide a good service to get repeat business, get new customers, and hire people to drive your cars. Or else your startup will close!
Marketing is an art, not a science. Customers don't buy a product because facts about that product are jammed down the customer's throat. Instead, it's about a customer's awareness of a brand, and the sales consultant's trust and likability.
Think again about your startup. You've got to get consumers to be aware of your product. After that, you've got to make consumers like and trust you.
Now imagine with your startup, you had an angel investor who gave you a blueprint on how to attract new customers, sell your product, and grow your business. That's what this website is for. Like everything Aflac, there is no replacement for face-to-face interaction. But in case you miss a training, here's the next best thing.
THE SALES CYCLE OVERVIEW
You've got to know your PITCH. This is the most fundamental element of any sales. What is it that you are selling?
Aflac follows the basic sales cycle: PROSPECT --> ENROLL --> SERVICE --> NETWORK (and repeat...) So here are the fundamentals in order of sequence:
PROSPECTING
Start with determining what makes an ideal client:
Now read this to help you prospect with a name to attach and then start dialing using the Aflac approach, or using the Everwell approach.
(If you're a college intern, you might even (carefully) try the internship interview approach.)
If you're canvassing, use one of these elevation methods. (Be sure to scroll down to the "Canvassing Methodology" section.)
When met with opposition, learn how to handle objections:
http://theerscript.blogspot.com
Got a yes? Be sure to check with your DSC or other senior agent about "setting enrollment conditions." You'll usually ask for either a GROUP PRESENTATION followed by 1-on-1 meetings (best for offices). Or you'll obtain a census and go straight to 1-on-1 meetings (best for restaurants and places with part-time employees). Soon to be its own blog :)
ENROLLING
Enrolling always follows the "Consultative" Approach. No one likes a hard-sell. Consultative means you're advising, not selling. The formula is always a 4-step process:
A. Build Rapport
B. Ask Questions / Identify Areas of Concern!
C. Offer Solutions
D. Close with Ease
No one likes doing business with strangers. So A) get to know them. Then spend most of your time B) asking questions. Make sure your C) solutions come naturally and sincerely. Finally, D) close by offering to run them a quote. Be sure it's accurate, keep it simple, and know confidently how to complete an application.
Here's the Group Presentation. This is helpful to make your 1-on-1's quicker and more efficient. With a group presentation, you can usually cut your 1-on-1's to about 10-15 minutes each.
However, you can also do 1-on-1's directly. Just know this will take about 15-20 minutes each.
Either way, just know exactly what you promised your Decision Maker. You do not want to promise a DM ten-minute 1-on-1's if you didn't get to do a group presentation! Speed and efficiency is a skill, and it's crucial especially in larger enrollments.
CASE STUDIES:
Here's a case study of how we enrolled McDonald's:
If you're enrolling with major medical, here's a case study of how we enrolled a large company on Everwell:
Naturally, you'll need to know The Products:
More examples to come... but you'll get the idea after you do it a few times.
SERVICING
Slow down slugger. Land a group, and then I'll teach you how to service ;-)
NETWORKING
If you haven't landed a case, you may not yet have a natural network of business professionals from which to draw referrals. If that's the case, your best bet is to build a network by recruiting.
Here's how to recruit people to intern or work with you at Aflac:
http://therecruitingcall.blogspot.com
OTHER STUFF I USE:
Frequently Asked Questions
How to Get Appointed (in 5 easy steps)!
Why Aflac? Why Now?
Why I Quit My Job (and started working for Aflac)
