Sales Skills Refresher - Searchlight Insurance Training

Sales Skills Refresher

The mind set and skill set of an account executive has a direct link to company performance.

If people buy people before products and services, what do your customers buy about you?

What impressions and messages does the account exec send to its customer ranging from the first words on the telephone to the strength of the handshake on a first meeting? Yes – these things do make a proven difference.

This interactive workshop is aimed at getting right under the surface of sales skills in order to promote new thinking, new  behaviours and so improve performance

Level:

Duration: 1 day(s) CII CPD Hours: 6
     

WORKSHOP OBJECTIVES

By the end of this workshop you will be able to:

  • Develop your personal brand
  • Understand the impact you are having on your clients personally and what messages you are sending out
  • Have a new set of communication tools aimed at becoming a more persuasive yet trusted Executive
  • Demonstrate accurate presentation of product benefits in order to remove customer effort from the buying cycle
  • Appreciate the importance of  language, tonality and timing through quality communication
  • Be able to flex across different communication environments in order to personalise sales dialogue
  • Achieve a greater level of confidence and polish when handling client resistance and obtain more sales through varying the approach to closing

WORKSHOP CONTENT

  • Examining the mindset of a successful Account Executive
  • Your Personal Brand – would you buy from you?
  • Your personal presence, energy and your impact on the customer
  • Relationship selling vs. transactional selling
  • Mind your language – It IS what you say AND how you say it
  • Influencing skills for advanced communicators
  • Features, advantages, benefits
  • Why treating customers how we’d like to be treated ourselves doesn’t work
  • Looking at keeping the dialogue open after ‘No Thanks’
  • Getting more referrals