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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.

 

OBJECTION C.P.R.  

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 INSURANCE EXPERT?

 

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 success.

 

NETWORKING 24/7

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.

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