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
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