1. Create ideal client profile.
2. Identify target markets.
3. Create a marketing plan.
4. Create language scripts.
5. Execute marketing plan.
6. Set client appointment.
7. Monitor marketing plan.

1. Engage client.
2. Conduct fact-finding.
3. Build risk strategy.
4. Build securities strategy.
5. Build benefits strategy.
6. Present risk recommendations.
7. Present securities recommendations.
8. Present benefits recommendations.
9. Revise recommendations based on client feedback.
10. Complete the application process.
11. Record client history after each interaction.

1. Forecast open and closed clients.
2. Initiate routine client service needs.
3. Respond to client service's needs.

1. Identify industry trends and best practices.
2. Attend specific training.
3. Maintain licensing requirements.

1. Submit compliance report and trade blotters.
2. Maintain checks and security logs.
3. Maintain gift and entertainment logs.
4. Maintain advertising log.
5. Maintain marketing log.
6. Maintain correspondence log.

Criteria Performance will be satisfactory when: 1.1. apprentice identifies personal traits appropriate for financial sales 1.2. apprentice describes the sales products 1.3. apprentice identifies sales work environments 1.4. apprentice describes typical tasks of a financial sales professional 1.5. apprentice identifies potential opportunities of a career in sales 1.6. apprentice identifies potential challenges of a career in sales 1.7. apprentice conducts an interview Learning Objectives 1.a. Identify the traits and skills necessary to become a selling professional 1.b. Describe the variety of work environments for financial sales people 1.c. Outline common challenges of financial sales careers 1.d. Outline common advantages of financial sales careers

Criteria Performance will meet expectations when: 2.1. apprentice characterizes ways that a sales person can become a trusted advisor 2.2. apprentice identifies short term payoff of a consultative/solution approach 2.3. apprentice identifies long term payoff of a consultative/solution approach 2.4. apprentice identifies potential break downs in the sales process 2.5. apprentice identifies potential recovery techniques 2.6. apprentice determines role of technology in the sale process 2.7. apprentice determines how information is disseminated in the sales process 2.8. apprentice explores professional development opportunities Learning Objectives 2.a. Describe the role of needs in consultative and solution selling 2.b. Describe the long term vs. short term payoff from a consultative/ solution approach 2.c. Describe how technology and information dissemination impacts the role of the sales person 2.d. Describe the importance on going learning in consultative/ solution approaches

Criteria Performance will be satisfactory when: 3.1. apprentice responds to buyer's business concerns 3.2. apprentice addresses buyer objections 3.3. apprentice proposes a solution that addresses buyer need Learning Objectives 3.a. Compare and contrast the relationship selling model vs. the traditional model 3.b. List the key attributes of relationship selling

Criteria Performance will be satisfactory when: 4.1. apprentice differentiates between seller and buyer behavioral cues 4.2. apprentice determines the possible impact of seller and buyer behavior 4.3. apprentice determines common economic needs including price, performance, dependability and durability 4.4. apprentice describes buyer movement from arousal, information collection, to evaluation and decision 4.5. apprentice gathers information from buyer 4.6. apprentice identifies possible buyer need based on information 4.7. apprentice differentiates between rational and emotional buying Learning Objectives 4.a. Describe various buyer motives 4.b. Identify the steps in the consumer decision making cycle 4.c. Examine strategies to use in the selling cycle that reflect buyer psychology and personality 4.d. Examine the components of the communication process 4.e. Describe methods for gathering needs information

Criteria Performance will be satisfactory when: 5.1. apprentice responds to objections with honesty 5.2. apprentice accurately represents product/ service 5.3. apprentice identifies prospects values 5.4. apprentice respects buyer concerns Learning Objectives 5.a. Examine elements of ethical sales 5.b. Determine how and where ethical selling standards have been adapted 5.c. Explain the effects of ethics on the relationship selling model

Criteria Performance will be satisfactory when: 6.1. apprentice describes methods to generate leads 6.2. apprentice outlines an appropriate target market 6.3. apprentice researches web and directory resources 6.4. apprentice determines realistic criteria 6.5. apprentice constructs a phone script for prospecting 6.6. apprentice uses a phone script to contact and set up a meeting with potential prospect Learning Objectives 6.a. Describe the importance of prospecting 6.b. List the components of the prospecting pool 6.c. Explain the varying contact strategies 6.d. Examine elements of a sound a phone script

Criteria Performance will be satisfactory when: 7.1. apprentice uses an effective opening question 7.2. apprentice applies active listening techniques 7.3. apprentice uses trial closing questioning techniques 7.4. apprentice adjusts to meet buyer objections 7.5. apprentice uses different levels of questioning during a sales presentation 7.6. apprentice determines needs of buyer 7.7. apprentice outlines best practices for finding appropriate networking events 7.8. apprentice reflects on the challenges of navigating the boundaries between personal and professional relationships 7.9. apprentice identifies ways social media can be used to build professional relationships 7.10. apprentice reflects on the ways in which they can develop a personal brand 7.11. apprentice describes the role of accountability and ethics in building a sales network Learning Objectives 7.a. Explain the different types of questions that can be asked to determine prospect/client wants and need 7.b. Conduct a selling presentation asking different levels of questions 7.c. Explain the importance of listening 7.d. Determine various strategies to improve listening 7.e. Describe the role of social media in today's sales environment 7.f. Outline the role of relationship building in the sales process 7.g. Describe best practices in networking 7.h. Describe the role of authenticity in professional relationships

Criteria Performance will meet expectations when: 8.1. apprentice describes the role of planning in the negotiation process 8.2. apprentice differentiates between negotiable and non-negotiable items 8.3. apprentice describes the ways in which contract terms impact a company's bottom line 8.4. apprentice identifies the buyer and what control they have over negotiation Learning Objectives 8.a. Describe the importance of having a plan for a negotiation 8.b. Identify the role of the key points that are negotiable and non-negotiable items 8.c. Explore the pre-negotiation planning process

Criteria Performance will be satisfactory when: 9.1. apprentice approaches the objection from the buyer's perspective 9.2. apprentice asks buyer clarifying questions 9.3. apprentice asks closed and open-ended questions where appropriate 9.4. apprentice uses active listening techniques 9.5. apprentice recognizes the business challenge behind the objection Learning Objectives 9.a. Determine the difference between buyer objections and buying questions 9.b. Review steps in the negotiating process 9.c. Role play a negotiating situation 9.d. Establish a system to reconcile prospect objections

Criteria Performance will be satisfactory when: 10.1. apprentice asks open and closed ended questions 10.2. apprentice addresses prospect concerns 10.3. apprentice summarizes buyer concerns 10.4. apprentice crafts a proposal that addresses objections 10.5. apprentice outlines next steps once objections are met Learning Objectives 10.a. Explain the different types of closing strategies 10.b. Identify and determine when closing opportunities arise

Criteria Performance will meet expectations when: 11.1. apprentice determines scope of sales representative role 11.2. apprentice differentiates between facilitating and directing 11.3. apprentice identifies benefits of team selling 11.4. apprentice determines role of account managers 11.5. apprentice determines role of inside sales representatives 11.6. apprentice determines role of customer service representatives Learning Objectives 11.a. Describe the importance of assessing team members strengths and weaknesses 11.b. Describe instances where various sales and customer service people might be involved in a sales process 11.c. Examine the importance of assessing customer need when implementing a team approach to a sale 11.d. Describe how product complexity impacts approaches to team selling 11.e. apprentice determines own area of expertise in comparison to others on the team

Criteria Performance will meet expectations when: 12.1. apprentice outlines best practices for finding appropriate networking events 12.2. apprentice reflects on the challenges of navigating the boundaries between personal and professional relationships 12.3. apprentice identifies ways social media can be used to build professional relationships 12.4. apprentice reflects on the ways in which they can develop a personal brand 12.5. apprentice describes the role of accountability and ethics in building a sales network Learning Objectives 12.a. Describe the role of social media in today's sales environment 12.b. Outline the role of relationship building in the sales process 12.c. Describe best practices in networking 12.d. Describe the role of authenticity in professional relationships