PRISMS II for Agents
Want positive growth in premium, policy count, commission, and
bottom line profit? PRISMS II for Agents delivers!
PRISMS II is a skills training program that enables insurance
agents to be more successful, more productive, and more professional
at selling insurance products.
PRISMS II will benefit anyone selling insurance related
products and services. Any producer, from neophyte to seasoned pro
will benefit tremendously from this program.
Performance
Results & Benefits:
• Increase premium, policy counts & commissions
• Improve prospecting
• Greater lead generation
• Superior presentations
• Higher closing ratios
• More effective use of time
• Increased overall productivity
Course
Overview
Format: 3-Day Workshop
Learning points provided through three interrelated components:
• Prework
• Three-day workshop
• Action plan
Summary:
A dynamic personal and professional development program that empowers
salespeople to increase premium, policy counts and commissions.
Unit
Summaries:
Introduction
& Objectives
Insurance agents have an unusual and demanding selling situation. This
unit explores a sales process designed specifically for the agent/customer
relationship. Participants relate their personal vision
developed in the Prework to their company's vision and uncover the
skills needed to truly partner with customers to increase premium,
policy counts and commissions.
Goal Setting & Planning
The Koran says, "If you don't know where you are going, any road
will take you there." This unit teaches the difference
between mere wishes and well-stated, achievable goals. Participants
set action-oriented sales goals using a four-step process: outline
alternative strategies for achieving goals; and map out a sales
"funnel" for implementing strategies in their Action Plans. Using
proper goal setting and planning techniques, agents can prepare
sales strategies that are realistic, achievable and measurable.
Prospecting
Selling insurance successfully is heavily dependent on finding people
who can and will buy from you. Prospecting is the marketing
phase of the sales plan. This unit defines highly successful
prospecting methods used to continuously locate leads. Emphasis
is placed on the more productive prospecting methods, such as third-party
referral systems. Fourteen prospecting systems are covered
along with tools for productivity implementing them. Participants
learn to be more professional, more comfortable and more productive
with the prospecting process.
Leveraging Time
Studies prove that self-management is critical for sales success. The
widely respected Johnson-Dauner survey determined that of the 73
factors influencing sales results, the number-one success factor
is not product knowledge or even closing skills, but time utilization
and planned sales effort. Participants explore the critical
difference between managing time for efficiency and leveraging time
toward effectiveness. Participants then look at their
funnel and "grade" prospect potential to determine which customers
will yield the highest return on time invested.
Partnering
This unit demonstrates what it takes to be true partner rather than
insurance "peddlers." Agents learn to provide extra value
by building strategic alliances for long-lasting results. Four
different personality styles are explored along with ways to appeal
to each. Agents consider ways to become trusted advisors
and business partners, not bothersome salespeople. When
agents partner with customers, selling becomes a cooperative process
rather than a one-sided push for business.
Communication
Communication is the heart of selling. Partnership selling
demands excellent questioning and active, rather than passive, listening
skills. By uncovering criteria and values through the
use of a Needs Profile, agents can determine what a customer will
buy, from whom and why. By effectively using these productive
communication skills, agents can deliver a presentation that says,
"Here's what you said you wanted!"
Presenting Solutions
To breathe life into presentations, agents are taught how to use
materials and resources to their fullest advantage. They
learn how opening statements, content, gestures and eye contact
affect a presentation. They're given the F-F-B-B-T formula
to present benefits and answer the customer's critical question,
"What's in it for me?"
Negotiating
Agents negotiate everything but premium cost. However,
there is a fine line between presentations and negotiations, and
agents must be prepared for the transition. In this unit,
agents learn a comprehensive approach to preparing for negotiations
through a unique three-tiered goal analysis process. Thirteen
negotiation strategies and tactics are covered along with application
to specific sales situations. Agents learn how different
situations require different strategies, and they apply an appropriate
strategy to their Action Plan.
Handling Objections
Objections are natural steps, not obstacles toward closing sales. Six
objection categories and a four-step process for dealing with each
are presented. Objections are golden opportunities for
agents skilled in analyzing and resolving them. Instead
of accepting objections at face value, agents learn techniques for
recognizing and successfully handling objections.
Closing
Closing sales is critical to success. After all, no close
means no deal. Yet closing is the most misunderstood
part of the sales process. This unit shows what closing
really is, and provides realistic methods for obtaining closure. Agents
learn 14 closing techniques. They gain confidence, learn
when to ask, and understand how to motivate that final "yes!"
Putting It All Together
In this final unit, application of all skills is practiced in a
nonthreatening yet realistic environment. Skill application
is evaluated and feedback is provided. Agents leave the
workshop armed with the skills, processes and practice to make sales
visions a reality.
Click here for detailed information about PRISMS II for Agents.
For pricing information or a program sample please contact
Insurance Learning Systems. |
