Online Sales Training & Coaching for Commercial Producers
For 30 years PMA has hired, trained and mentored people for one of the hardest jobs in commercial insurance sales: developing qualified sales opportunities though consultative telemarketing.
Over time we’ve developed a tremendously effective fast track training process. It conveys the best perspectives and skills for making highly productive prospecting calls and managing the ongoing lead-generation operation and prospecting pipeline. In 2021, PMA will begin offering 20/20 Sales Training, an ongoing program of weekly 20-minute modules available by subscription, and delivered right to your agency and your computer over the Internet.
- Created exclusively for commercial P&C insurance producers based more than 10,000 hours of PMA’s in-the-trenches know-how.
- Designed to deliver expert street-level sales skills for connecting, engaging and handling all the thorny sales situations producers encounter in the 21st century marketplace.
- Focused on today’s real insurance sales challenges, 20/20 Sales Training uses a unique 3-fold process of explanation – demonstration – application to convey an arsenal of powerful skills through interactive exercises and real-time dialog with trainers.
20/20 Sales Training is for everyone
Agencies and Sales Managers save money by getting new producers up and running faster. They’ll have with the confidence that 20/20 Sales Training is giving their people superior sales skills – targeting and prospecting; closing sales and nurturing long-term relationships.
Newer Producers and experienced sales people transitioning to insurance sales will develop the right attitudes and perspective and gain potent practical skills to succeed beautifully in meeting today’s sales challenges.
Experienced Producers will be able to take advantage of a treasure trove of fresh ideas, case studies, and practical exercises to reinvigorate and inspire their practice.
20/20 Sales Training delivers a highly engaging learning experience. Each session is carefully constructed to focus on a specific facet of the selling process. Sessions blend visual learning, expert strategies, and recorded sales scenarios demonstrating winning communication tactics for every kind of sales situation. This step-by-step, graduated skill-training takes producers through the complete sales path from pre-call planning and forecasting, to appointment-setting, information gathering, closing the deals, leveraging referrals, and every step in between.Studies show that people only remember 10% of what they hear and 20% of what they read, but about 80% of what they see and do.
Some of the topics covered in the 20/20 Sales Training sessions
- 12 tactics for getting to the decision maker – from Main Street to the C suite
- Assertiveness vs. aggressiveness
- Your value proposition: setting your agency apart from the thundering heard
- The very best ways to use the gatekeeper as a resource
- Attention – where it needs to be and how to keep it there
- Dealing with non sequiturs: put offs, diversions and stalls
- 4 ways to integrate email and phone for prospecting success
- Establishing rapport in under 10 seconds
- How to handle the 12 most common telemarketing situations
- Turning barriers into bridges
- Using the right language to change the frame of reference
- Dealing effectively with “hidden objections” and “second thoughts”
- How to quickly uncover buyers’ pain
- Triangulating power: Making strategic use of third-party endorsements
- How to create winning elevator pitches, napkin proposals and benefit statements
- Start with the end in mind: establishing prospects’ conditions of satisfaction
- Listening and talking – the optimal balance
- X-dates and other events that trigger prospects’ readiness
- The critical importance of seizing the moment of opportunity
- Getting rid of those sales leftovers
- How to avoid cancelled sales appointments
- How to qualify prospects quickly and thoroughly
- Clarity trumps persuasion
- 6 ways to win out over the incumbent
- How to read buying signals
- How to not to lose out to competing agents
- How to be professionally persistent instead of annoying
- Probes for getting to the heart of the prospects’ “buying attitude”
- The best methods for using closed- and open-ended questions
