skills training for producers & csrs
TRANSCRIPT
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Skills Training for Producers & CSRs
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•Insurance forms and endorsements vary based on insurance company; changes in edition dates; regulations; court decisions; and state jurisdiction. The instructional materials provided by The Insurance Community Center and its authors is intended as a general guideline and any interpretations provided by The Community do not modify or revise insurance policy language. •Information which is copyrighted and proprietary to Insurance Services Office, Inc. (“ISO Material”) is included in this publication. Use of the ISO Material is limited to ISO Participating Insurers and their Authorized Representatives. Use by ISO Participating Insurers is limited to use in those jurisdictions for which the insurer has an appropriate participation with ISO. Use of the ISO Material by Authorized Representatives is limited to use solely on behalf of one or more ISO Participating Insurers.•The authors of these materials, Pace 360 and The Insurance Community Center assumes neither liability nor responsibility to any person or business with respect to any loss that is alleged to be caused directly or indirectly as a result of the instructional materials provided.
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What is the biggest issue facing you in today's economic marketplace?
From the Standpoint of Salespeople
PRICE COMPETITION89% of salespeople
say price competition is getting worse
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Most Salespeople see price as their largest roadblock
YETOnly 19% felt they
were effective at handling price objections!
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What is the biggest issue facing you in today's economic marketplace From the Standpoint of Sales Managers FAILURE TO DIFFERENTIATE PRODUCTS
AND/OR SERVICES IS THEIR #1 CONCERN
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Why Train Your Brokers?
Leverage: 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.
Evolution: The ever accelerating speed of change in both knowledge
and technology causes to make a decision: continue to learn or become obsolete.
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72% of the Time Sales Success is in Your Hands! 54% for Quality of relationship with the
Salesperson 18% Value-Added Services
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XLR8 – GROUP25
We have identified the five key sales skills and designed our XLR8 training around them:
The sales skills presented in our training sessions are critical to Producers & CSRs
They are trainable skills that are not based on personality or personal motivation
They are measurable They will result in consistent and dramatic
performance improvement over time.
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What are the Five XLR8 Sales skills?
1. Managing the Broker/Client Relationship2. Sales Call Planning3. Questioning Skills4. Presentation Skills5. Gaining Commitments
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Broker/Client Relationship
Learn the sequential buying-decision process Learn how to impact that process and in the
right order Learn how to bring the brokers process and
the buyers process in synchronization Learn how to stand-out from the crowd
amongst your competitors Today only 18% of sales people can effectively
differentiate themselves from the competition.
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Sales Call Planning
FACT: 99% of salespeople fail to set the right call
objectives PACE360 will:
Provide tools that will prepare you for the call
Develop a roadmap for the team to follow in order to be more successful and earn more business
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Questioning Skills
FACT: 86% of salespeople ask the wrong questions
Ask, don’t tell Learning about your customers will build and
strengthen your relationship We will cover different questioning tactics and
what questions to use and when to use them Ask situation-appropriate questions during the
sales process
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Presentation Skills
There is always room for improvement Stand out from the crowd Engage your customer and capture their
business
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Gaining CommitmentFACT:
60% of Producers don’t ask for a commitment.Learn: Develop a commitment objective for each call Obtain a client's written consent to complete the sales
process Complete three actions to help you when building
relationships with clients Respond to a client based on his or her stage of need Manage a client's anxiety by speaking plainly, asking
for feedback, and sharing success stories
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Why are these sales skills so critical to Producers?
1. They are trainable, not personality or motivationally driven.
2. They are measurable.3. They are adaptable to the needs of each agency and
each agent.4. They are sustainable. Because they are learned
behaviors which are reinforced and consistently applied over 6 months they become permanent behaviors and habits.
5. Most Importantly, Improvement is Dramatic.
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Why are these sales skills so critical to Producers?1. They are trainable, not personality or motivationally
driven.2. They are measurable.3. They are adaptable to the needs of each agency and
each agent.4. They are sustainable. Because they are learned
behaviors which are reinforced and consistently applied over 6 months they become permanent behaviors and habits.
5. Most Importantly, Improvement is Dramatic.
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How Effective is Sales Training90% of Sales Training Programs Fail
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Why will XLR8 Succeed?
Because we are Unique in Approach and Training:We combine two critical elements: Insurance Oriented Knowledge and Experience Professional Executive Coaching
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Why will XLR8 Succeed? Insurance Oriented Knowledge and
Experience. 40 Years in the Industry Experience with the problems and issues
associated with selling professional services
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Why will XLR8 Succeed?
Managers that underwent a managerial training program showed an increased productivity of 22.4%.
However, a second group was provided coaching following the training process and their productivity increased by 88%.
-Public Personnel Management Journal
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Listing of PACE 360 Services1. Marketing
Assessment2. Group Training CSRs3. Industry Expert
Series 4. Digital Footprint
Assessment 5. Product or Program
Launch 6. Sales Meeting or
Event Planning
7. XLR8 Group258. One-on-One Agency
Sales Strategy9. Sales Measurements10. Sales Planning
Agency11. Individual Producer
Planning 12. Target Marketing
and Group Planning
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Listing of PACE360 Products1. StarMinder Communication Platform 2. Annual Policy Review Services
3. E/Agency Contact Generator 4. Producer Income Planning
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Listing of PACE360 Products
5. TOP 25 Client Modeling Tool
6. B2B Lead Manager 7. Web Based Client Contact Manager Platform 8. Effective Newsletter and E-Zine Service
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Other ProductsiNotes
PolicyReview