Summary of LIVE: 7 ขั้นตอนการขาย BACK TO BASIC

The video titled "LIVE: 7 ขั้นตอนการขาย BACK TO BASIC" presents a comprehensive guide on effective Life Insurance sales strategies, focusing on mindset, skills development, and systematic approaches to building a successful insurance business. The content combines motivational insights, practical sales techniques, and detailed step-by-step methodologies aimed at both new agents and managers seeking to develop teams.

Main Financial Strategies and Business Trends

Entrepreneurial Mindset in Insurance Sales
Emphasizes seeing oneself not just as a salesperson but as a business owner and entrepreneur, which changes the approach to planning, execution, and growth.
Mindset Shift: Playing to Win vs. Playing Not to Lose
Rich/successful agents play the sales "game" to win, focusing on goals like MDRT (Million Dollar Round Table) qualification and business growth. In contrast, less successful agents often play just to avoid failure, limiting their potential.
Life Insurance as a Comprehensive Financial Product
Life Insurance is positioned as a product relevant to all life stages—birth, aging, illness, death, and retirement—offering protection and savings, not just risk coverage.
Sales Skills as a Key to Financial Freedom
Developing persuasion and selling skills is crucial to converting opportunities into income, turning any situation into a financial gain.
Use of Evidence and Role Models
Success is supported by observing and learning from proven leaders and top executives in the industry, reinforcing the value of mentorship and modeling.
Systematic Team Building
Managers are encouraged to implement clear systems to train and hold teams accountable, ensuring consistent sales processes and results.

7-Step Sales Methodology (The Core Framework)

Seek and Pursue Prospects
Identify and select the right target customers based on criteria (Money, Authority, Need, Health, Age — acronym MANHA).
Open Customers' Minds
Engage prospects by addressing their perspectives and concerns to prepare them for the sales conversation.
Find the 7 Fact-Finding Points
Gather detailed information about the prospect’s financial situation, needs, and goals.
Present the Product
Tailor the insurance presentation to the customer’s specific needs and highlight benefits.
Solve the Problem
Address objections and concerns by demonstrating how the product solves their problems.
Close the Sale
Confidently ask for the commitment and finalize the agreement.
Follow-up and Build Relationships
Maintain contact to ensure customer satisfaction and open opportunities for future sales.

Additional Practical Guidelines

Making Appointments by Phone: 4-Step Process
1. Greeting
2. State the Objective
3. Sell the Idea of Meeting (not the product)
4. Close the Appointment (offer alternatives for timing)
Building Credibility Before Selling
Categorize prospects by relationship and trust level (close friends with credit, acquaintances, strangers) and prioritize easier contacts first.
Handling Rejections and Objections
View rejection as a learning opportunity; maintain persistence and improve skills through repeated practice.
Developing Sales Skills vs. Knowledge
Knowledge alone is insufficient; agents must actively practice selling, learn from mistakes, and continuously improve.
Mindset on Money and Control
Money equates to control over life choices; agents are encouraged to take control of their financial future through sales.
Using Emotional and Logical Appeals
Selling Life Insurance involves empathetic storytelling about protecting loved ones and securing financial futures.

Motivational and Psychological Insights

Success requires consistency, discipline, and a positive mindset.
Fear and negative thoughts are mental poisons that must be overcome.
Agents should see customers and problems as teachers, and every rejection as a step toward mastery.
The importance of self-belief, belief in the product, company, and team is emphasized repeatedly.
Life Insurance sales is framed as a noble mission to protect families against unforeseen risks.

Resources Mentioned

Books and Materials
- Road to Pro Agent (a detailed textbook on sales steps and mindset)
- Million Dollar Objection Book (handling objections effectively)
- Audio books and illustrated guides to reinforce learning and retention.
Live Streams and Classes
Continuous learning through daily live streams and group classes to develop skills and mindset.

Presenters and Sources

Brother Jeff – Main presenter, sales coach, and motivational speaker guiding the audience through mindset and sales techniques.
Teacher Kritsana – Mentioned as a role model and senior in the industry.
Other Participants – Various agents and managers sharing experiences and successes (e.g., Nong Fa, Mr. Natthanon).
Administrative Support and Book Publishers – Handling distribution.