12 Easy Ways To Get Your CSRs To Sell More - And Love It!

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12 Easy Ways To Get Your CSRs To Sell More - And Love It!

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1. 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 1 2. Announcements: 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 2 3. Announcements: QC Only: Interview with Richard Kerr, Market Scout Thursday, November 7 at 11am PDT/2pm EDT 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 2 4. Announcements: QC Only: Interview with Richard Kerr, Market Scout Thursday, November 7 at 11am PDT/2pm EDT State of the Industry Discussion Thursday, November 14 at 10:30am PDT/2:30pm EDT 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 2 5. Announcements: QC Only: Interview with Richard Kerr, Market Scout Thursday, November 7 at 11am PDT/2pm EDT State of the Industry Discussion Thursday, November 14 at 10:30am PDT/2:30pm EDT CSR Mastery Webinar - 15 Elements to the Perfect Inbound Call Available online: Week of Nov.18th, visit www.csrmastery.com 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 2 6. Announcements: QC Only: Interview with Richard Kerr, Market Scout Thursday, November 7 at 11am PDT/2pm EDT State of the Industry Discussion Thursday, November 14 at 10:30am PDT/2:30pm EDT CSR Mastery Webinar - 15 Elements to the Perfect Inbound Call Available online: Week of Nov.18th, visit www.csrmastery.com Interview with Je Yates Thursday, November 21st at 11am PDT/2pm EDT 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 2 7. Announcements: 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 3 8. Announcements: Marketing Tips & Tricks Festival Thursday, April 10, 2014, Chicago How To Dominate Your Market With Thought Leadership Friday, April 11th, 2014, Chicago 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 3 9. 12 Easy Ways To Get Your CSR's To Sell More - And It! Vision 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 4 10. Today we will discuss: 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 5 11. Today we will discuss: STOP Obstacles 5 Obstacles. 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 5 12. Today we will discuss: STOP Obstacles Transformation 5 Obstacles. 12 Points of transformation. 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 5 13. Today we will discuss: STOP Obstacles Transformation Action 5 Obstacles. 12 Points of transformation. 5 Step action plan. 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 5 14. Remember, this is a live webinar. You can type your questions here. 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 6 15. Obstacles 5 STOP Obstacles 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 7 16. CSRs resistance to selling. STOP Obstacles 1 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 8 17. I don't think of myself as a salesperson. CSRs resistance to selling. STOP Obstacles 1 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 8 18. You didn't hire me to sell. CSRs resistance to selling. STOP Obstacles 1 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 8 19. Weak sales culture. STOP Obstacles 2 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 9 20. Weak sales culture. Test a culture by: STOP Obstacles 2 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 9 21. Weak sales culture. Test a culture by: What you measure. STOP Obstacles 2 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 9 22. Weak sales culture. Test a culture by: What you measure. What your team talks about. $ STOP Obstacles 2 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 9 23. Weak sales culture. Test a culture by: What you measure. What your team talks about. How often they talk about it. $ $ $ $ $ $ $ $ $ STOP Obstacles 2 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 9 24. Weak sales culture. Test a culture by: What you measure. What your team talks about. How often they talk about it. Attitude with which they talk about it. $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ STOP Obstacles 2 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 9 25. Management too busy. STOP Obstacles 3 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 10 26. "I just don't have the time to..." Scripts. Role play. Create sales systems. Create tools. (retention, referrals, rounding, etc.) Create special reports. Measure, Monitor, Etc. Management too busy. STOP Obstacles 3 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 10 27. Management hasnt done the math. STOP Obstacles 4 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 11 28. How much of your income depends on what your CSR's do every day? STOP Obstacles 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 12 29. How much of your income depends on what your CSR's do every day? $10,000 Inbound Calls From Prospects Inbound Calls From Client Referrals Retention STOP Obstacles 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 12 30. How much of your income depends on what your CSR's do every day? $10,000 $25,000 Inbound Calls From Prospects Inbound Calls From Client Referrals Retention STOP Obstacles 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 12 31. How much of your income depends on what your CSR's do every day? $10,000 $15,000 $25,000 Inbound Calls From Prospects Inbound Calls From Client Referrals Retention STOP Obstacles 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 12 32. How much of your income depends on what your CSR's do every day? $15,000 $15,000 $10,000 $25,000 Inbound Calls From Prospects Inbound Calls From Client Referrals Retention STOP Obstacles 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 12 33. Inbound calls from prospects. How much money are you leaving on the table? 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 13 34. Inbound calls from prospects. How much money are you leaving on the table? Calls per week. 1 Weeks x 50 x $200.00 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 13 35. Inbound calls from prospects. How much money are you leaving on the table? Calls per week. 1 Weeks x 50 x $200.00 =$10,000.00 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 13 36. Inbound calls from client. How much money are you leaving on the table? 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 14 37. Inbound calls from client. How much money are you leaving on the table? Calls per day. 1 Weeks x 50 x $100.00 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 14 38. Inbound calls from client. How much money are you leaving on the table? Calls per day. 1 Weeks x 50 x $100.00 =$25,000.00 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 14 39. Get more referrals. How much money are you leaving on the table? 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 15 40. Get more referrals. How much money are you leaving on the table? Per week. 3 Weeks x 50 x Close 50% 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 15 41. Get more referrals. How much money are you leaving on the table? Per week. 3 Weeks x 50 x Close 50% =$15,000.00 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 15 42. Boost retention. How much money are you leaving on the table? 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 16 43. Boost retention. How much money are you leaving on the table? Points 3 x 1/2 mil book. 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 16 44. Boost retention. How much money are you leaving on the table? Points 3 x 1/2 mil book. =$15,000.00 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 16 45. One years work equals. How much money are you leaving on the table? 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 17 46. One years work equals. How much money are you leaving on the table? $10,000 $25,000 $15,000 + $15,000 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 17 47. One years work equals. How much money are you leaving on the table? $10,000 $25,000 $15,000 + $15,000 =$65,000.00 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 17 48. Nine years work equals. How much money are you leaving on the table? 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 18 49. Nine years work equals. How much money are you leaving on the table? $65,000 X 9 years 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 18 50. Nine years work equals. How much money are you leaving on the table? $65,000 X 9 years =$562,500.00 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 18 51. Ignoring the sales potential of CSRs. STOP Obstacles 5 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 19 52. Oops...I never looked at it that way. STOP Obstacles 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 20 53. "I meet with my producers every week, go on calls almost daily, set goals, everything you're supposed to do. Oops...I never looked at it that way. STOP Obstacles 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 20 54. But my CSR's handle much more business than my producers." Oops...I never looked at it that way. STOP Obstacles 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 20 55. Transformation 12 Transformation 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 21 56. The Principle of Belief. Transformation 1 2013 Agency Revolution, All Rights Reserved Wednesday, November 6, 13 22 57....