Workshop VI
Identifying Selling Styles and Buying
Habits
“Know thy self” and thy buyer–detect
the communication styles, expectations, and intentions of
others and learn to make the appropriate adjustments.
Custom-build a strategic agenda for each appointment that
focuses equally on what to say and how to say it.
Identify the communication strengths and weaknesses of
team members and colleagues and enhance individual and organizational
cooperation and esprit-de-corps.
Workshop VII
Referral Harvesting
Building a network of affiliates and comfortably leveraging
your greatest asset – the existing book of business.
Firmly establishing the referral harvesting system as
the primary method for prospecting. Say goodbye to the cold
introduction.
Managing referrals professionally and consistently.
Workshop VIII
The Value Added Service Plan: Bringing
it All Together
A proactive service plan that will predict and resolve
concerns before they become a problem or a crisis.
Invaluable and appropriate risk management and loss control
initiatives that deliver measurable value, control insurance
program costs, educate clients and inspire loyalty.
Relationship enhancements that remove accounts from the
competitive arena, ensure a “no surprises” renewal,
and help protect worthy clients from market volatility.
Workshop IX
Presentation Skills: Do’s, Don’ts
and Maybes
