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Systematic Selling: The Complete Program
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Course Description

8.0 CE credits for General, Adjuster, Accident & Sickness, and Life licenses
approximately 8 hours, $199.00 (prices may change without notice: consult the VuBiz website)

Learn professional selling techniques, and actively develop strategies for your own market. Use interactive exercises, planning forms, and checklists to develop a highly effective process for planning, conducting, and reviewing your critical selling activities. Hone your skill in communication and selling.

8 Required Modules

Getting the Appointment
  • Definition of selling and the steps in the selling process
  • Techniques for contacting a prospect by making a cold call, corresponding by letter or email, and using the telephone
Planning the Call
Planning a sales call can ensure that the conversation with your prospect goes the way you want.
  • Strategies for researching a prospect and a company
  • Strategies yo organize your research information and set objectives for a call
  • The Sales Call Planner, a comprehensive sales tool that guides you as you plan sales strategy
Establishing Rapport
The first few minutes of a sales call are critical.
  • Techniques for establishing rapport
  • The DiSC model of understanding different behaviour styles
Identifying Objectives
Position your company as a potential partner.
  • Effective questioning and active listening that recognize a prospect’s objectives and situation factors
  • Identifying prospects as those who make decisions, recommend, or influence
Making a Recommendation
Make a client-focused recommendation that helps prospects meet their objectives through your products and services.
  • Components of a prospect-focused recommendation
  • Distinguishing between benefits and features
  • An Objectives/Benefits/Features Chart
  • Four-step process to develop a client-focused recommendation
Handling Obstacles
Top sales people know that obstacles are really opportunities in disguise.
  • Relating obstacles to your prospects’ behaviour styles
  • Five-step process for responding to obstacles
  • Nine techniques for handling obstacles
Gaining Commitment and Following Up
  • Building a staircase of agreements leading to your final recommendation
  • How to recognize and respond appropriately to buying signs and danger signals
  • Techniques for asking for commitment based on the prospect’s behaviour style
  • Why following up is imperative in the sales process
  • Follow-up strategies, whether the sale is won or lost
  • Tips for coping with buyer’s blues
Self-Assessment and Review

Review the concepts presented in the previous modules, assess how well you have learned them, and apply the eight-step process to a new case study situation.

Questions? Comments? Suggestions?

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