Program Information

The Trustworthy Selling Model is a unique approach to strengthening your sales process

APPROACH

 

Trust vs. Tension

Trust vs. Tension Model

Trust vs. Tension

1. High Tension
As shown here, it's clear that at the beginning of the sales process, tension is high and trust is low since the relationship is new and today's consumers are highly guarded, reluctant and somewhat suspicious.

2. Tension Reduction
With small changes to language and tactics drawn from consumer research, the Trustworthy Selling approach provides a path that gradually reduces tension throughout the steps of your sales process; helping prospects feel comfortable and bridging the gap between skepticism and trust.

3. Trust Established
Once established, trust then continues to a long term, lasting relationship.

John Ocwieja, Mass Mutual
John Ocwieja
Certified Family Business Specialist
Mass Mutual

What people are saying

"Trustworthy Selling is proving to be the best sales training I've ever had - and I’ve done them all! What is especially great about TS is that it's designed by advisors for advisors using LIMRA data that is relevant to our profession. Applicable to new and experienced advisors, there is nothing like this in the industry."

Curriculum

 

10 Facilitator-Led Modules that form a holistic development process
2 Industry-validated assessments

"House of Sales"

HouseOfSales

Curriculum Built (and read) from the ground up

1. Industry validated assessments provide insights to apply all that is learned through the process.

2. Foundation modules focus on the mindset of the consumer and the effect of interpersonal styles.

3. Tactical modules address the language, skills and strategies that resonate with today's consumers.

4. Final two modules allow practical application to maintain peak performance when executing the seven disciplines of Trustworthy Selling.

"House of Sales"

HouseOfSales

Grow Your Advisors!

0%

of participants rate Trustworthy Selling as a valuable use of time, with results reflecting in a post-program lift of up to 20% in premium.

DELIVERY

 
Trustworthy Selling Delivery

TRUSTWORTHY SELLING’S INTERACTIVE DELIVERY INCORPORATES:

  • Instructor-led classroom materials, including facilitator and participant guides.*
  • Multimedia platform for ongoing learning
  • On-the-job application projects
  • Structured performance coaching
  • Developmental assessments
  • Facilitator Certification, as well as Coach-the-Coach Certification

RESULTS

More than 5,000 financial representatives have grown their personal productivity after attending Trustworthy Selling.

  • INCREASE PREMIUMS BY 20%
  • GROW POLICY COUNTS BY 27%
  • EXPAND CLIENTS BY 31%
 
 
 

SERVICES

 
Coach the Coach


Coach the Coach

3-hour virtual classroom coach certification training program. Coaching is an integral component of the Trustworthy Selling curriculum. In this program, participants fine tune their coaching skills and learn how to coach and reinforce the concepts contained in all Trustworthy Selling editions.

Virtual Classroom Facilitation Training

Virtual Classroom
Facilitation Training

Multi-session virtual classroom facilitation training program. All Trustworthy Selling editions have been built for both in-person and virtual classroom delivery. In this program, facilitators learn the best practices for virtual classroom delivery and how to navigate the virtual classroom platform. Most importantly, facilitators learn how to utilize the Trustworthy Selling virtual classroom materials for the most effective and engaging delivery.

In-person or Virtual Classroom Facilitation Services

In-person or Virtual Classroom
Facilitation Services

Experienced and highly engaging in-house facilitators are available to deliver all Trustworthy Selling editions for an additional fee.

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