insurance agency producer & csr sales training

© 2010 PACE360. All rights reserved. | 64 Lafayette Rd., North Hampton, NH 03862 | www.pace360.com

Skills Training for Producers & CSRs

Five critical selling skills

© 2010 PACE360. All rights reserved. | 64 Lafayette Rd., North Hampton, NH 03862 | www.pace360.comwww.pace360.com

http://www.pace360.com/


SALES SUCCESS

BLUEPRINT

PROVEN MARKETINGSTRATEGIES

TRAINING

COACHING

Introducing Pace360

www.pace360.com


What is the biggest issue facing you in today's economic marketplace?

From the Standpoint of Salespeople

PRICE COMPETITIONand

89% of salespeople say price competition is getting worse


Most Salespeople see price as their largest roadblock.

YET

Only 19% felt they were effective at handling price

objections!


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


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.


54%

19%

18%

9%

Customer's Reasons for Choosing Your Agency


54%

19%

18%

9%


Price


54%

19%

18%

9%


Value Added ServicesPrice


54%

19%

18%

9%


ProductValue Added ServicesPrice


54%

19%

18%

9%


Quality of Re-lationshipProductValue Added ServicesPrice


72% of the Time Sales Success is in Your Hands!

54% for Quality of relationship with the Salesperson

18% Value-Added Services


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 measurableThey will result in consistent and dramatic

performance improvement over time.


What are the Five XLR8 Sales skills?

1. Managing the Broker/Client Relationship2. Sales Call Planning3. Questioning Skills4. Presentation Skills5. Gaining Commitments


#1 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.


#2 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


#3 Questioning Skills

FACT: 86% of salespeople ask the wrong questions

Ask, don’t tellLearning about your customers will build and

strengthen your relationshipWe will cover different questioning tactics

and what questions to use and when to use them

Ask situation-appropriate questions during the sales process


#4 Presentation Skills

There is always room for improvementStand out from the crowdEngage your customer and capture their

business


#5 Gaining Commitment

FACT: 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


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.


How Effective is Sales Training

90% of Sales Training Programs Fail


Why will XLR8 Succeed?

Because we are Unique in Approach and Training:

We combine two critical elements:Insurance Oriented Knowledge and ExperienceProfessional Executive Coaching



Insurance Oriented Knowledge and Experience. ◦40 Years in the Industry◦Experience with the problems and issues

associated with selling professional services



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


Listing of PACE360 Services1. Marketing Assessment 2. XLR8 Group25

3. Group Training CSRs 4. One-on-One Agency Sales Strategy

5. Industry Expert Series 6. Sales Measurements 7. Digital Footprint Assessment 8. Sales Planning Agency

9. Product or Program Launch 10. Individual Producer Planning

11. Sales Meeting or Event Planning 12. Target Marketing & Group Planning


Listing of PACE360 Products

1. StarMinder Communication Platform 2. Annual Policy Review Services

3. E/Agency Contact Generator 4. Producer Income Planning 5. TOP 25 Client Modeling Tool

6. B2B Lead Manager 7. Web Based Client Contact Manager Platform 8. Effective Newsletter and E-Zine Service


Other ProductsiNotes

PolicyReview

insurance agency producer & csr sales training

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