skills training for producers & csrs

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Skills Training for Producers & CSRs


•Insurance forms and endorsements vary based on insurance company; changes in edition dates; regulations; court decisions; and state jurisdiction. The instructional materials provided by The Insurance Community Center and its authors is intended as a general guideline and any interpretations provided by The Community do not modify or revise insurance policy language. •Information which is copyrighted and proprietary to Insurance Services Office, Inc. (“ISO Material”) is included in this publication. Use of the ISO Material is limited to ISO Participating Insurers and their Authorized Representatives. Use by ISO Participating Insurers is limited to use in those jurisdictions for which the insurer has an appropriate participation with ISO. Use of the ISO Material by Authorized Representatives is limited to use solely on behalf of one or more ISO Participating Insurers.•The authors of these materials, Pace 360 and The Insurance Community Center assumes neither liability nor responsibility to any person or business with respect to any loss that is alleged to be caused directly or indirectly as a result of the instructional materials provided.

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

From the Standpoint of Salespeople

PRICE COMPETITION89% of salespeople

say price competition is getting worse


Most Salespeople see price as their largest roadblock

YETOnly 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.


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 measurable They 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


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.


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


Questioning Skills

FACT: 86% of salespeople ask the wrong questions

Ask, don’t tell Learning about your customers will build and

strengthen your relationship We will cover different questioning tactics and

what questions to use and when to use them Ask situation-appropriate questions during the

sales process


Presentation Skills

There is always room for improvement Stand out from the crowd Engage your customer and capture their

business


Gaining CommitmentFACT:

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.


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 Training90% 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 Experience Professional Executive Coaching


Why will XLR8 Succeed? Insurance Oriented Knowledge and

Experience. 40 Years in the Industry Experience with the problems and issues

associated with selling professional services


Why will XLR8 Succeed?

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 PACE 360 Services1. Marketing

Assessment2. Group Training CSRs3. Industry Expert

Series 4. Digital Footprint

Assessment 5. Product or Program

Launch 6. Sales Meeting or

Event Planning

7. XLR8 Group258. One-on-One Agency

Sales Strategy9. Sales Measurements10. Sales Planning

Agency11. Individual Producer

Planning 12. Target Marketing

and Group Planning


Listing of PACE360 Products1. StarMinder Communication Platform 2. Annual Policy Review Services

3. E/Agency Contact Generator 4. Producer Income Planning


Listing of PACE360 Products

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

skills training for producers & csrs

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