"Simply put,
we help you develop your business"
Helping You Reach The Summit!
SUMMIT MANAGEMENT CONSULTING GROUP: Newbury, New Hampshire - T. 603-398-8888
Summit Management Consulting Group:
Summit Professional Selling© “Building a book of business”
Summit Professional Selling© is a comprehensive, two day course for producers interested a practical, clear and concise roadmap to effective and efficient selling. The course generally has a wide range of participants, from 1-3 year producers to 20+ year veterans. The newer entrants into the world of selling insurance tend to be looking for a roadmap, and a clear and proven methodology to sales success. The more experienced individuals are looking for a refresher, to validate their ideas and practices, and for a few new pointers. There is generally a great deal of positive interaction from this range of experience, and producers across the board consistently give this course very high marks. As you can see from the outline, the course covers selling from “A” to “Z.” The program is fast paced, highly interactive, and sends producers back to their world armed with new ideas, fresh perspectives, and a renewed sense of the importance of their job, and doing it well.
Program Content:
- Seminar Overview
- Participant Objectives
- Selling “Today”
- Why “past techniques no longer work, and many “current” techniques have no future
- The image you project: actual vs. ideal
- The Sales Success Model
- The five key areas top producers have mastered
- Self Assessment
- Identifying/recognizing your strengths, comfort zones and areas for improvement
- Property Positioning Yourself
- Why the marketing term “positioning” is so important for sales success
- Positioning yourself as a partner, or trusted advisor with your network, prospects & clients
- Sales Activity: Finding the right level and proper direction
- Our Customer
- Understanding buyers (from sophisticated risk managers to overwhelmed manager/owners)
- What’s behind a buying decision?
- Need/pain discussion: are there issues; do you have a real opportunity to be value added?
- Differentiating Yourself & Your Sales Offer
- Differentiating from the incumbent agent and from other competitors
- The Framework/Components of a Sale
- Elements of a successful sale
- Pre-call planning & post call analysis
- Effective Prospecting
- The “hot” sources & resources for leads; how to warm up a lead
- Better targeting & qualifying (and the big 6 qualifying questions)
- Generating referrals and building your referral network
- Understanding the difference between leads, suspects & prospects
- Effective networking
- Contact management systems, tools & techniques
- Critical Interpersonal Skills
- The foundation & building blocks for successful selling
- Mastering the interaction process
- Getting to the Decision Maker/Getting the Appointment/Meeting
- Dealing effectively with “gatekeepers”
- Appointment setting case studies/exercises
- The phone as a sales tool
- Opening the Sales Call
- First impressions, the opening model & effectively establishing rapport
- Differentiating your Sales Offer
- Articulating your total offer and using it to unseat competitors
- Understanding buyer motivation
- Dealing with Objections More Effectively
- Handling objections in a systematic manner & strategies to minimize/overcome objections
- Closing the Sale
- How and when to close – skills & techniques and recognizing buying signals
- Effective time management for producers
- Clarity of sales priorities & proper activity levels and developing a systematic approach
- Becoming your Own Best Sales Manager
- Analyzing your sales activity & understanding key sales ratios
- The value of creating a sales plan
- A more strategic approach
- Personal Action Plan – A Commitment to Positive Change
- Commitment to positive change
- Seminar Summary
- Closing remarks & participant evaluation