Looking to gain that extra edge for your business?!? Of course you are! That's why PIA of Florida and the Lamont Consulting Group have teamed up to bring you a webinar series designed to touch on key areas of selling technique.
Purchase each webinar individually by clicking on the Webinar Title below or CLICK HERE to bundle 3 webinars at a discounted price!
SELL FROM STRENGTH: Identify Your Advantages and Solutions
If you don’t know your advantages and solutions, how will your buyers recognize the value you provide? What can you do to harvest cost, coverage, risk management, relationship, and service advantages? Why is knowledge of the problems you solve for prospects and clients crucial to success? How can you communicate advantages and solutions without lecturing customers?
SELL VALUE, NOT PRICE
What do you say when your buyer says, "”It’s all about price this year?” The answer? Provide the best value for every dollar your buyer invests. How? If you’re prepared to ask the right questions, you can confirm the true meaning behind your buyer’s words. Then, and only them, should attempt to resolve the price issue buy selling value.
How do you prepare for sales objections? What’s your plan? Why does trying to talk your way past objections usually fail? When you commit to OBJECTION C.P.R., you confirm understanding; probe with purpose; and then resolve by agreement. The results? Trust is established, rapport built, and objections are professionally handled.
SEPARATE YOURSELF FROM THE COMPETITION
The best way to separate yourself from competitors is to sell what insurance does, not what insurance is. How do you do that? Learn how to tie insurance results to what buyers want. How do you increase profitability, decrease expense, or save time for clients? How do you identify the solutions buyers want? Exactly how do you separate yourself from your competitors?
FAIR RULES OF INSURANCE NEGOTIATION
When competing, rules of negotiation are critical. Too often rules of negotiation are vague, assumed, or unstated. The results? Wasted time, low closing ratios, and sales failure. Learn upfront commitments to seek from buyers. Identify rules that are fair to you, the agency, and your insurers. Qualify buyers based on their willingness to agree fair rules of negotiation.
POSITION YOURSELF AS AN INSURANCE EXPERT Part 1: Speak to Sell
Andrew Carnegie once said, "I believe the true road to
preeminent success in any line is to make yourself the master of that
line." Order Takers or Experts -
who are buyers more likely to trust to protect business assets, family safety,
or lifestyle survival? If you selected expert, then what are you doing to
POSITION YOURSELF AS AN
POSITION YOURSELF AS AN INSURANCE EXPERT Part 2: Write to Sell
To be published positions insurance professionals as
experts. What can you write about? How do you clarify and reduce important
protection concepts and risk management strategies to writing? How can you get your insurance/risk
management ideas into print? Who’ll
publish your ideas?
SALES GOALS, PLANS, MEASUREMENT
What are your new business sales goals? No goals = No vision of success. What’s your plan to meet your new business sales
goal? No plan = no track for
success. How do you track progress
toward your new business sales goal?
There’s magic in measurement. Set
the stage for a highly profitable 2014.
Learn how goals, plans, and measurement are fundamental to sales
Top insurance sales professional know the power of business
networking. What are the keys to
effective networking? Learn how
attitude, preparation, and ability to focus on others propel networking from a
necessary evil to an activity that generates referrals, well qualified
prospects, and measurable increases in sales.
BEYOND CROSS-SELLING: Providing Total Account Value
Often obstacles block consistent, effective cross-selling efforts. Fear and detrimental attitudes stop
cross-selling cold. So do sales and
service workloads and time management realities. When you go beyond cross-selling and provide
total account value, you view buyers differently. Clients are no longer sales targets. Instead, buyers become those who deserve solutions
to insurance and risk management problems.
PROFIT CENTER SELLING
Are you a profit center?
Your agency is. So are insurance
companies. Most importantly, so are
insurance buyers. What do you do to help
your business customers decrease expenses, increase revenues, and add to
overall profitability? How are you successfully protecting the safety and
survival of personal lines client’s assets, equity, and lifestyles? Learn how shifting to a Profit Center Mentality
separates you from the competition.
GENERATING REFERRALS AND ATTRACTING BUYERS
How do you generate quality referrals and attract well
qualified buyers? Are you clear in your
own mind about the type of clients you want? Can you effectively communicate to others what type of buyers your best
serve? Learn how to focus and clarify
your marketing message to generate referrals and attract buyers.
Lamont CIC, CRM combines thirty years of banking, insurance, and training
experience to help clients achieve MEASURABLE
INCREASES IN SALES.
and President of the Lamont Consulting Group, Inc., Ed trains financial
professionals on strategies to attract qualified buyers, build long term
relationships, and to separate themselves from the competition.
past, Ed’s led Dynamics of Selling, Dynamics of Account Development, Dynamics
of Company/Agency Relations and
taught at the National Alliance School for Producer Development.Ed contributed sales and personal
marketing articles to RESOURCES,
the National Alliance’s quarterly publication
2005, Ed wrote STREET SMART SELLING: The Belief’s, Strategies, and Management
Ideas of Successful Insurance Professionals published
by the Academy of Producer Insurance Studies. His ideas on insurance sales have
appeared on numerous occasions in AMERICAN
AGENT and BROKER magazine.
businesses, trade associations, and non-profit organizations have benefited
from Ed’s workers compensation, risk management, and personal networking ideas.
State insurance associations, regional insurance agencies, and national
insurance companies have profited from Ed’s sales training, management, and