Program Overview
Today’s marketplace is highly competitive and every organization is looking for a larger and more profitable share of the market. In a challenging economy where the customer is king, how do you position the features and benefits of the products and services you represent in such a way that the customer will view you as a preferred choice?
This intensive, hands-on, activity-driven program teaches skills that boost sales and profitability through increased understanding and effective implementation of the selling process. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professionally. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when facing your customers every time.
High Impact Selling Skills: Insurance focuses on the following areas:
- Active listening
- Communication
- Discovery
- Influence
- Structured selling process
Training Outcome
After completing the training, you should be able to:
- Close the sale with minimum effort and maximum results in revenue and profitability
- Create a loyal relationship between the customer and your company’s brand and what it represents
- Maximize the effectiveness of every customer interaction
- Sell almost anything to almost anyone, every time
- Use various selling strategies to develop winning solutions for your customers
Our Methodology
To change your direction, shift your thinking.
Our programs are initiatives that last. They encourage new ways of thinking. They open up ways to create extraordinary achievements. We believe individual behavior and attitude contribute significantly to the overall excellence of your organization. So we focus on what really matters.
Our unique methodology of combining experiential, instructional and discovery learning, and supported by modern coaching technology, creates powerful shifts in attitudes and behavior that will encourage sustainable change in your organization. These changes make an impact on results where it matters.
In our programs, you can expect an extensive use of case studies, debriefing, dyads, facilitated coaching, feedback, games and activities, group discussions, lectures, , simulations, and structured instruments.
Course Outline
Our program outline encompasses the following modules:
Day 1:
Module 1: Overview
- Context
- What is our
sales - Mapping our plan
- WIIFM
- Habits of a successful sales professional
Module 2: Engagement - Setting The Stage
- Creating positive first impressions
- Applying influencing principles
- The Customer Relationship Ruler
- Finding common ground
- Transition statements
Module 3: Engagement Rules
- Building credibility
- The 4 Customer Behavioral Styles
- Identifying your personal style
- Developing your style towards effective selling
- Shifting into positive action
Module 4: Discovery – Understanding Customer Needs
- Discovery questioning techniques
- Funneling
- Active listening techniques
- The art of being curious
- Prioritizing needs
Day 2:
Module 5: Selling Benefits
- The Customer Needs Pyramid
- Matching customer needs with benefits selling
- Creating USPs
- Using Customer Value Drivers and Sell-In models
- Crafting effective sales conversation
Module 6: Handling Objections
- Types of objections
- Dealing with different types
- Handling tactical objections
- Hold trade
- Confirming agreements
Module 7: Closing The Sale
- Business sales
- What
- Types of buying signals
- Closing techniques
- Identifying follow-up actions
Module 8: Account Handover
- Summarize and confirming
- Execution priorities
- Joint courtesy calls
- Key account management
- Long term partnership
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