AGENDA

  • The components of a successful Sales Process
  • Building a research-driven, repeatable sales approach
  • Creating your Business Plan to drive growth
  • Activity Goals & Effective Pipeline Management
  • Suspect vs. Prospect
  • Lead Generation Resources
  • Establishing Rules of Engagement
  • Creating your Prospect Profile
  • Utilizing LinkedIn to Uncover Leads
  • Barriers to Prospecting
  • Potential Value Propositions
  • Creating Awareness of Business & Insurance Issues
  • Building your Prospecting Script
  • Working with Gatekeepers
  • Voicemail Strategy & Execution
  • Prospect Objections: Acknowledge & Overcome
  • Communication Techniques: Active Listening, Acknowledge, Pivot, Recap & Verify
  • Building Rapport & Trust
  • Communicate the Agenda & Value
  • Overcoming Prospect Disinterest
  • Building a clearly defined & agreed upon understanding of the prospect’s What, How, & Why
  • Open vs. Closed-Ended Questioning
  • Creating Awareness of Business & Insurance Issues
  • Systematize your Conversations (Problem, Solution, Impact, Case Study)
  • Dealing with Prospect Concerns: Doubt, Confusion, & Barriers
  • Gaining Agreement on Next Steps
  • Book a Meeting from a Meeting
  • Producer, Prospect, & Coach Sales Training Scenarios
  • Challenging Sales Situations
  • Taking it Back to your Office