This workshop will help you protect your existing book of business, while tapping the vast resources of profit that lay hidden just beneath your current marketing efforts and existing customers.
for Customer Service Representatives, Account Managers and their leaders
The Sales Skills Intensive boosts your agency’s profits by teaching service staff how to consistently round the existing customer base and close new inquiries faster and more easily than ever. CSRs develop the competencies to cross-sell, up-sell, qualify and close with greater comfort and frequency.
They master how to identify the best sales and service opportunities and how to use direct, consistent, and compelling communication skills. While revenue is added to the top-line, you build a protective “moat” around the agency’s book of business.
The Sales Skills Intensive, delivered over the course of four, 60-90 minute, weekly group coaching sessions (on-site or via live, web-video) provides greater sticking power than more typical one-day programs. Each session ends with a weekly action plan to help team members keep other accountable. Afterwards, you get a full quarter’s worth of implementation support.
100% happiness guarantee. If after the initial session you don’t believe the program will deliver on its promised results, you get a full refund – but can keep all program materials.
Using group wisdom, high interactivity, and quality content, your service and management team become active participants in a focused and enjoyable training experience. The curriculum includes:
1. Agency Discovery
Begin with an introductory call to discuss your unique agency profile, baseline metrics, growth targets, prior sales initiatives, agency successes, and areas that need attention.
Take a collective look in the mirror at the most crucial element in sales effectiveness –pre-programmed beliefs about sales and sales skills development. Participants discover why sales and service are two sides of the same coin, and how the best performers attend to both simultaneously.
3. Competitive Awareness
Replace fear of aggressive competitors with a deep understanding of the unique opportunities for independent agencies.
4. Goal Setting
Participants set clear benchmarks that based on where they are and where to aim.
5. Qualify & Close
Most prospects are happy to spend your time and money requesting quotes that they fully intend to shop for price, which is an enormous drain on agency resources and morale. Participants practice the art of a courteous and convincing delivery that positions your agency as the best choice – regardless of price.
6. Up-sell & Cross-sell
Monoline, and even dual-line accounts, represent a vast, untapped opportunity to boost revenue or generate referrals. Participants learn how to attune their “opportunity radar” on every call so they can sell while they serve in a manner that keeps their egos and integrity intact.
7. Outbound Customer Calls
As part of an account rounding strategy, participants learn a simple plan for making outbound calls that easily fits into their busy schedules. Customers are grateful for the call, become more loyal, and eagerly write more business with you.
8. Handle Objections
Participants learn the art of a well scripted reply to the most frequent sales situations (“I’ll check with my spouse and get back to you”, for example, or, “that sounds expensive” ) and practice delivering winning answers with confidence.
This program works because it is built upon the three critical ingredients for long-lasting behavior change:
Through group discussions, role plays, and a customized workbook, participants grow to a new level of competency and commitment to boost their sales effectiveness.
“My Account Management team has always been good. By hiring Sheldon we all got better at selling. We increased by 50% our closing rate with first time callers, and the amount of wasted time issuing quotes that never closed dropped by half. It’s a revolution the way my team has embraced a sales culture. Now they all want sales opportunities!” Rich Webber, Co-Owner, Webber and Grinnell Insurance
“Our personal lines sales are up by 33% over the same period last year! The energy that Sheldon brought into our office and each one of our sales meeting’s was infectious! We increased our closing rate for first-time callers by 80%! Our average revenue per account rose 40%, and everyone is excited about trying & sharing new sales approaches in order to reach their weekly sales goals!” Anthony and Marie Trapasso, Owners, Halstead Insurance
“Not only did my staff enjoy their time with Sheldon, but they also measurably increased the cross selling and closing skills. Indeed, Sheldon’s work helped my team nearly double their closing ratio. This transition was much more effective than I ever thought possible.” Peter Whalen, Owner of Whalen Insurance