EXPERT in SALES – Present

Step 2 – Present

Purpose of this section

1. To identify different buying styles
2. To use different selling styles
3. To communicate more effectively
4. To identify and address all exposures

Section 1

Know your Prospect or Client

  • Identify/understand different personalities
  • Identify/understand different buying styles
  • The decision making process
  • Knowing your prospect

Section 2

The Presentation

  • The purpose of the appointment
  • Time & place
  • Designing the Proposal
  • The real presentation
  • Handling objections
  • Follow-up

Section 3

The Submission

  • Know your carrier
  • Know your underwriter
  • What’s included?
  • Follow-up

Section 4

Putting it all together!

  • Role plays