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Insurance Agency Producer & CSR Sales Training


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Insurance Agency Producer & CSR Sales Training

  1. 1. Skills Training for Producers & CSRs<br />Five critical selling skills<br />
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  3. 3. Introducing Pace360<br />SALES SUCCESS BLUEPRINT<br />PROVEN MARKETING<br />STRATEGIES<br />TRAINING<br />COACHING<br />
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  5. 5. What is the biggest issue facing you in today's economic marketplace?<br />From the Standpoint of Salespeople<br />PRICE COMPETITION<br />and<br />89% of salespeople say price competition is getting worse<br />
  6. 6. Most Salespeople see price as their largest roadblock.<br />YET<br />Only 19% felt they were effective at handling price objections!<br />
  7. 7. What is the biggest issue facing you in today's economic marketplace?<br />From the Standpoint of Sales Managers.<br />FAILURE TO DIFFERENTIATE PRODUCTS AND/OR SERVICES IS THEIR #1 CONCERN<br />
  8. 8. Why Train Your Brokers?<br />Leverage:<br />Investing in sales training for your Brokers is your greatest leverage to increasing sales volume, improving commission income, retain current clients, add new lines of coverage to existing accounts and Increase the value of the business practice. It is the smart thing to do.<br />Evolution:<br />The ever accelerating speed of change in both knowledge and technology causes to make a decision: continue to learn or become obsolete.<br />
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  14. 14. 72% of the Time Sales Success is in Your Hands!<br />54% for Quality of relationship with the Salesperson<br />18% Value-Added Services<br />
  15. 15. XLR8 – GROUP25<br />We have identified the five key sales skills and designed our XLR8 training around them:<br />The sales skills presented in our training sessions are critical to Producers & CSRs<br />They are trainable skills that are not based on personality or personal motivation<br />They are measurable<br />They will result in consistent and dramatic performance improvement over time.<br />
  16. 16. What are the Five XLR8 Sales skills?<br />Managing the Broker/Client Relationship<br />Sales Call Planning<br />Questioning Skills<br />Presentation Skills<br />Gaining Commitments<br />
  17. 17. #1 Broker/Client Relationship<br />Learn the sequential buying-decision process<br />Learn how to impact that process and in the right order<br />Learn how to bring the brokers process and the buyers process in synchronization<br />Learn how to stand-out from the crowd amongst yourcompetitors<br />Today only 18% of sales people can effectively differentiate themselves from the competition.<br />
  18. 18. #2 Sales Call Planning<br />FACT: 99% of salespeople fail to set the right call objectives<br />PACE360 will:<br />Provide tools that will prepare you for the call<br />Develop a roadmap for the team to follow in order to be more successful and earn more business<br />
  19. 19. #3 Questioning Skills<br />FACT: 86% of salespeople ask the wrong questions<br />Ask, don’t tell<br />Learning about your customers will build and strengthen your relationship<br />We will cover different questioning tactics and what questions to use and when to use them<br />Ask situation-appropriate questions during the sales process<br />
  20. 20. #4 Presentation Skills<br />There is always room for improvement<br />Stand out from the crowd<br />Engage your customer and capture their business<br />
  21. 21. #5 Gaining Commitment<br />FACT: 60% of Producers don’t ask for a commitment.<br />Learn:<br />Develop a commitment objective for each call<br />Obtain a client's written consent to complete the sales process<br />Complete three actions to help you when building relationships with clients<br />Respond to a client based on his or her stage of need<br />Manage a client's anxiety by speaking plainly, asking for feedback, and sharing success stories<br />
  22. 22. Why are these sales skills so critical to Producers?<br />They are trainable, not personality or motivationally driven.<br />They are measurable.<br />They are adaptable to the needs of each agency and each agent.<br />They are sustainable. Because they are learned behaviors which are reinforced and consistently applied over 6 months they become permanent behaviors and habits.<br />Most Importantly, Improvement is Dramatic.<br />
  23. 23. How Effective is Sales Training<br />90% of Sales Training Programs Fail<br />
  24. 24. Why will XLR8 Succeed?<br />Because we are Unique in Approach and Training:<br />We combine two critical elements:<br />Insurance Oriented Knowledge and Experience<br />Professional Executive Coaching<br />
  25. 25. Why will XLR8 Succeed?<br />Insurance Oriented Knowledge and Experience. <br />40 Years in the Industry<br />Experience with the problems and issues associated with selling professional services<br />
  26. 26. Why will XLR8 Succeed?<br />Managers that underwent a managerial training program showed an increased productivity of 22.4%. <br />However, a second group was provided coaching following the training process and their productivity increased by 88%. <br />-Public Personnel <br />Management Journal <br />
  27. 27. Listing of PACE360 Services<br />1. Marketing Assessment 2. XLR8 Group25<br />3. Group Training CSRs 4. One-on-One Agency Sales Strategy <br />5. Industry Expert Series 6. Sales Measurements <br /> <br />7. Digital Footprint Assessment 8. Sales Planning Agency <br />9. Product or Program Launch 10. Individual Producer<br /> Planning <br />11. Sales Meeting or Event Planning 12. Target Marketing & Group Planning <br />
  28. 28. Listing of PACE360 Products<br />1. StarMinder Communication Platform<br /> <br />2. Annual Policy Review Services<br />3. E/Agency Contact Generator<br /> <br />4. Producer Income Planning <br /> <br />5. TOP 25 Client Modeling Tool<br />6. B2B Lead Manager <br /> <br />7. Web Based Client Contact Manager Platform<br /> <br />8. Effective Newsletter and E-Zine Service<br /> <br />
  29. 29. Other Products<br />iNotes<br />Policy<br />Review<br />