Behavioral Program

The main contents of the program are as follows:

Approach to Relationship Management
1. Prospecting novel Clientele
2. Approaching the Prospects
a. Fixing Appointment
b. Face to Face Meeting
3. Discover Requirements
4. Present Solutions
5. Overcome Objections
6. Consultative Closure
7. Client Engagement: Renew plus Retain
Selling Skills
1. Prospecting new Clients
2. Power Probe to Get Sales
3. Need based Selling
4. Referrals
5. Overcoming Objections
6. Effective Negotiation
7. Cross Sell and Up-sell
New Client Acquisition
1. Prospecting Basics
2. Know Your Client and Your Specialty
3. Building Quality Leads
4. Strategic Acquisition Techniques
5. Managing Prospects
Selling Insurance to HNI’s
1. HNI’s need for Insurance
2. Faith in Insurance
3. Pitching Insurance
4. Rational Pitch
5. Emotional Pitch
Service Excellence/ Sales through Service
1. Art of Referrals
2. Need based Selling
3. Effective Negotiations
4. Objection Handling
5. Cross Sell and Up Sell
Client Engagement
• Great customer Service
• Service Standards
• Rapport Building – F2F and On the phone
• Listening to Your Client
• Complaints – Gifts