Over the past decade or so, I've had the opportunity to execute many major campaigns in demand generation, data building, and appointment setting with level-one and -two decision makers. In that time, we've developed a six-step methodology for accelerating the sales cycle and helping insurance agents achieve their business goals.
1. Predictable processes yield predictable results
The key is not only product knowledge, but also to have a key understanding, and buy-in, of the sales process. The hardest thing we train salespeople on is winning the first meeting, which is time off someone's calendar. That's the first yes. And many times, the industry doesn't understand that there is not an apparent need. We must create an opportunity where one did not exist. Without following a predictable process, the rest of the recommendations will not affect your end result.
Want to continue reading?
Become a Free PropertyCasualty360 Digital Reader
Your access to unlimited PropertyCasualty360 content isn’t changing.
Once you are an ALM digital member, you’ll receive:
- Breaking insurance news and analysis, on-site and via our newsletters and custom alerts
- Weekly Insurance Speak podcast featuring exclusive interviews with industry leaders
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the employee benefits and financial advisory markets on our other ALM sites, BenefitsPRO and ThinkAdvisor
Already have an account? Sign In Now
© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
