SALES TRAINING


GENERAL INSURANCE PRODUCTS:
PROSPECTING, PERSUADING, PRESENTING AND CLOSING THE SALES


COURSE BENEFITS
 High level of confidence in marketing and selling GI products
 Know how to handle sales objections and closing with impact
 Enhanced sales presentation skills



COURSE CONTENTS

1. Are You a “Born” Salesperson or a “Trained” Salesperson
o Characteristics of a successful Sales Person

2. Know All the General Insurance Products that You are selling
o Property Insurance to Liability Insurance to Personal Insurances
o Create a Problem to Sell or Sell to solve a Problem

Group Presentation: Participants to show case their knowledge of the GI products

3. Sales Methodology
o One Off Selling
o Relationship Selling
o High Probability Selling


4. Prospecting Methods
o Through Intermediaries, Cold Calling, Clubs, Conferences, Direct Mail, Expert Pull, Getting Referral, Using Referrals, etc


5. Understand the profile of these buyers and man manage them during sales talk/presentation for win-win situation
o The Relater Buyer
o The Socializer Buyer
o The Analytical Buyer
o The Self-Actualizing Buyer
o The Diver Buyer

Group Discussion & Presentation: Best closing techniques to use for each type of buyer


6. Some effective Closing Techniques
o Adjournment Close, Assumptive Close, Compliment Close, Humor Close, Balance Sheet Close etc


7. Selling is never completed without some form of Objections from Customers
o Types of Objections
o Dealing with “NO”
o Handling Objections (Role Play & Negotiation Techniques)


8. Sales Presentation in a B2B Relationship Selling
o Preparing Yourself
 Personal Appearance
 Know Your Subject (General Insurance/ Market Factors)
 Use the energy you feel
 Wear a Persona
 Check your language and diction
 Getting in “the Zone”
 Effective use of training aids (Projector, Laser pointer, flip chart etc)

 Simulation Exercise: Participants to present their sales proposal and show case the many objections handling techniques and methods and the closing techniques learnt


COURSE DURATION


2 Days (9.00AM TO 5.00PM)

FOR WHOM


Marketing Officers, Front Liners and any others involved in marketing and selling of GI Products
FOR FURTHER ENQUIRIES:

PLEASE LOG ON TO ENQUIRY@CSH.COM.MY