2 Days - Sales Skills For Account Executives - Searchlight Insurance Training

2 Days – Sales Skills For Account Executives

The skills of account executives and the sales skills that they employ to achieve sales and develop customer accounts, both face-to-face and over the telephone, are vitally important to the success of any business.

This interactive workshop is aimed at developing sales skills to win new customers and retain existing ones.

It is designed to refresh and refine their client and prospect handling skills to meet the demands of the current economic climate and improve their new business and cross-selling abilities.

Level:

Duration: 2 day(s) CII CPD Hours: 12
     

BY THE END OF THIS 2 DAY PROGRAMME DELEGATES WILL:

Know how to find, win and keep their ‘ideal’ clients

Understand why people buy and understand the importance of applying benefits correctly

Improve strike rates and value per call

Appreciate the importance of quality communication

Understand / Refresh Sales Interview techniques

Improve how to overcome client resistance and obtain commitment

Have practised their client

IF ANYONE IS INTERESTED IN BOOKING JUST ONE DAY OF THE COURSE, PLEASE CONTACT US ON 01372 361177 OR EMAIL brokeracademy@ssluk.net

DAY ONE

Introduction and objectives of the programme
Skills required to be a successful Account Executive
Ideal clients / target market
Prospecting and Preparation
The Buying experience: buying motives, attitude, frame of mind
Features and Benefits
Communication; Assertiveness
Getting interviews; Objectives
Opening the interview
Controlling; Influencing
Skills practice

DAY TWO

Overcoming resistance
Buying Signals
Negotiation
Closing techniques
Quality Relationships
Referrals
Cross selling
Skills practise