At Turnkey Solutions Ltd, we are in no doubt that the cornerstone of an insurance sales training course should be the understanding that great sales teams can only exist where there is robust leadership. A well-thought-out training course for sellers of insurance products and other insurance professionals is vital in a sales environment typified by weak growth in established markets. Insurance sales could use an invigorating boost, but strict regulation, commodification, and limited access to buyers all contribute to making insurance a challenge to sell.
Over the last few years, competitive forces have led to the commoditisation of insurance, and as a result, customers have become averse to giving their time and opportunity to sellers. Many people needing protection are of the opinion that they already have all the information they need to make a decision. This attitude significantly increases the chances of failure for the sales agent as they have only one chance to get it right. This high-stakes situation has led to a higher-than-average turnover rate for insurance sales agents.
Many companies have become overly fixated on how systems work as part of an overall holistic approach known as system thinking. This trend has changed the focus from being on the client and overlooked the individual needs of clients. The result of veering away from a client-focused approach has been declining sales and a reduction in the number of capable sales leaders.
Conversely, a return to focusing on leadership revitalises all salespeople.
Training salespeople to effectively sell insurance in today’s climate needs to have buy-in from all layers of the company’s chain of command and can only be initiated by sales leaders who fully support the new approach.
This revised attitude to sales offers insights backed by data and underscores the fact that you fully comprehend client needs.
Having the right weapons to hand in the battle for sales is not enough by itself, and salespeople need to know how to use them. Outperforming competitors requires skilled application. Sales teams must learn how to make presentations that are succinct and focused on the client. Merely having the correct knowledge and data is not enough.
Turnkey Solutions Ltd’s sales training course helps insurance sellers show their capacity to convert their newfound knowledge into quantifiable results that resonate with buyers.
To make sure the new system is implemented and achieves the full results requires unity among all salespeople. Change is led from the top, so when principals are on board with change, the team follows. The end result is that the team as a whole is better prepared to deliver the right message, take better care, grow relationships, and drive up profits.
