Mark Van Riper, Director of Customer Growth at RPAG, hosted a webinar titled “How to Get More Plans through Challenger Selling.” In case you missed any part of the session, we’ve highlighted the top takeaways for you:
- Objections are universal and inevitable: Van Riper emphasizes that objections are a natural part of the sales process, regardless of the selling techniques employed. Handling objections effectively is crucial to winning new clients.
- Empathy and the ‘Feel, Felt, Found’ method: Van Riper highlights the importance of empathy in objection handling to reduce tension, invite connections, and share relatable stories. Understanding the stakeholder's journey is key to addressing objections and navigating barriers.
- Preparation and practice build muscle memory: Role-playing objection scenarios and creating an objection database prepares advisers for real situations, allowing them to neutralize challenges confidently and remain adaptive in sales conversations.
- Stakeholder dynamics matter: Not all stakeholders in a room are decision-makers. Mark stresses the importance of identifying internal champions, potential detractors, and understanding group behaviors to craft a targeted approach.
- Leverage RPAG’s tools for time-saving solutions: RPAG offers tools like the misfit risk bubble chart and PAL feeds, which save time, streamline processes, reduce manual workload, and provide actionable insights, enabling advisers to present tailored solutions and foster deeper client trust.
Want to dive deeper into these strategies? The full webinar is available on demand, allowing you to revisit insights from Van Riper’s presentation at your convenience.
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Looking for more information?
If you have any questions or would like to submit an idea for a future webinar topic, we value your input. Email us at insights@rpag.com to connect.
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