One day intensive training at your agency. Thorough, comprehensive and real world application.
Training that addresses one of the most important key elements of building your book of business
Skills, techniques and positioning to get you in front of a qualified insurance buyer and decision maker.
Most sales training is focused on what to do after you get in the door.
This training addresses that first component-- getting you in the door in the first place
It doesn’t matter how good your story is if you have no one to tell it to.
Content-rich and interactive.
The Big Picture
Benefits of direct prospecting: One on one, interactive and “real time”
Your unique Value Proposition -- what you really do, and how it will benefit your client
“What’s in if for ME?” Crafting a succinct, consistent message that addresses what prospects really want to know. (Remember, its not about you, your company or your service, its about them -- ALWAYS)
Making sure that your conversations, collateral marketing pieces, letters, emails, voicemails all tell the same story.
The “Mental Game” (winning at prospecting)
See Newsweek -- “Cold Calling Not Dead”
Creating a call structure, not a rigid “script” to keep conversations focused
The Best Skills and Techniques
Consultative Prospecting Skills (engaging the prospect in a dialogue that elicits quality responses and trust)
Active Listening (Its more than just a “nice thing to do“, its critical to your success)
Qualifying (Eliminating the tire kickers and the time wasters)
Getting past “gatekeepers” (Step by step: what to say to receptionists and adminstrative assistants, and nope -- no lying nor double-talk required.)
Find the real decision makers (Talk to the circus ringmaster, not the clowns.)
You've got the decision maker on the phone -- now what?
Establish rapport and trust (beyond the “congratulate them on the swordfish on their wall” school of rapport building. Real world techniques and best practices used by the top sales pros and marketing experts.)
How to turn those “warm referral leads” into closed business
Call reluctance -- eliminated
How one simple technique eliminates the stigma attached to cold calling
Where most cold-calling and “telemarketing” techniques fail
Expand on the skills you already use right now when generating referral business
No need for a fake “phone personality” or bogus “boiler room” tactics
Get appointments AND keep your integrity
Close on the appointment
Preventing appointment cancellations (simple steps to ensure that prospects don't "bail.")
Tracking and Managing your results
Setting and attaining specific goals
Creating tracking systems to keep on target
Keep leads in your pipeline from falling through the cracks
Creating meaningful reports for management
Best practices with contact management tools like Salesforce.com, Goldmine and ACT.
Take charge of your prospecting and fill the pipeline -- and expand your book of business.