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The Science of Changing Sales Behavior: Navigating the Transition to Value-Based Selling
Insurance training professionals are facing growing pressure to engage agents and producers and help them transition away from price-centric conversations in favor of more value-based selling activities.
This requires close collaboration with sales management to identify behaviors that drive desired business outcomes, and then train where needed to help motivate change. But changing behavior is difficult. It’s simply a matter of how the human brain works.
Despite the specific training platforms or sales methodology employed by your organization, sales professionals sell based on what they know. So how do you get visibility to what this critical group really knows and understands, and once gaps are identified, how do you transform their behavior to positively impact premiums production?
In this exclusive webinar for SITE members, Qstream’s experts reviewed new research insights demonstrating that selling systems designed to embrace the way our brains actually work can increase sales effectiveness and improve revenue achievement.
Specifically, we discuss new techniques and technologies that can:
- Identify key skills or knowledge gaps that are holding back your sales force;
- Reinforce key messages and data points to make agents and producers more successful in the field, while motivating behavioral changes that support long-term success;
- Provide sales managers and trainers with real-time data and analytics that support more effective coaching; and
- Deliver clear metrics for determining the ROI of your training programs.