Broker Development & Training
Workshops
Sales and Business Development for Insurance Brokers
Who would benefit from attending?
Anybody with sales targets to meet.
Duration:
One Day
Delivered by:
Anita Pemberton
Overview:
Sales and Business Development for Insurance Brokers is designed to deliver intensive coaching and skills development for insurance salespeople. This workshop focuses on vital steps in the sales process and important components of selling that can transform sales performance.
Delegates attending this highly-motivational workshop will utilise SPIN sales and influencing techniques which will in turn provide a practical toolkit that will enable them to dramatically improve results.
SPIN selling advocates selling value over price, building strong relationships and striving for objection prevention. This is achieved by employing techniques to reveal your customers true motivations and concerns and then matching product and services with specific customer-based benefits.
The following topics are explored in detail:
- The consultative sales person - essential skills/knowledge for selling
- Selling - a communication skill
- How to sell by phone or face to face
- Identifying and qualifying the decision maker
- Establishing rapport
- Developing a personal style
- Active listening
- Influencing techniques using features and benefits
- Persuading without pressure
- Understanding buyer motives and managing their reactions
- Selling against the competition
- Knowing and keeping your market, using it judiciously
- Creating sales advances, closing and gaining agreement
- Negotiating.
Salespeople who can identify their selling process are able to focus their efforts in a manner that ensures logical steps are taken to the eventual conclusion: the win-win scenario of satisfied customers and dramatically increased sales.
Cost:
Open market value: £250
Norwich Union price: £100 (per person plus VAT)
| Location | Dates |
|---|---|
| Cambridge | 02 May |
| Leicester | 03 May |
| Birmingham | 04 May |
| Perth | 08 May |
| Glasgow | 09 May |
| Newcastle | 10 May |
| Manchester | 11 May |
| London | 16 May |
| Bristol | 17 May |
| Reading | 18 May |
| Southampton | 23 May |
| Brighton | 25 May |
| Birmingham | 7 September |
| Southampton | 12 September |
| Preston | 19 September |
| Manchester | 20 September |
| Croydon | 26 September |
| London | 17 October |
