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Persuasive People Skills for P&C People
S A L E S • U N D E R W R I T I N G • M A R K E T I N G • C L A I M S
2017
For programming samples and previews, please visit PRISMSLearning.com
Rising Tide Partners • 8 S. West Street Suite 205 Easton MD 21601 • 855.242.6300 • [email protected]
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ever with PRISMS programming that’s designed to work the way you do.
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o State-of-the-art, highly interactive
o Our web LMS or your enterprise LMS
o Course-prompted personalized Action Plan
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High Performance Out of the Box
o Turn-key on-site delivery by your people
o Slide deck & video assist media
o Mobile support & coaching guidelines
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ONLINE SUBSCRIPTIONS
WORKSHOP MATERIALS
Make Our Programming Your Own
o Start with the industry’s best content
o Customize, deconstruct, integrate
o Developer access to program files
o Pricing based on group size and term
DEVELOPERS LICENSE
Risig Tide Partners • 8 S. West Street Suite 205 Easton MD 21601 • 855.242.6300 • [email protected] Rising Tide Partners • 8 S. West Street Suite 205 Easton MD 21601 • 855.242.6300 • [email protected]
o Build a trust foundation by establishing rapport & maintaining a comfort zone
o Profile personality types to determine communication style and persuasion criteria
o Use communication that effectively engages the emotional brain
o Influence customers toward engagement
THROUGH THE CUSTOMER’S EYES 🚀
o Develop persuasive benefit statements based on customer profiling
o Identify and prepare the messaging elements of a persuasive presentation
o Construct questions and messages using the 7 Triggers persuasion formula
o Influence customers toward buying
PRESENTING SOLUTIONS #
o Develop customer profile criteria to home in on high-value targets
o Consistently fill the top of your sales funnel
o Pinpoint where to sell most productively using multiple-factor criteria
o Select prospecting resources and tools to optimize your selling style and market
POWER PROSPECTING 🔍
o Classify objections by type
o Determine which objections are productive to answer and which are not
o Form appropriate responses to objections using a four-step procedure
o Demonstrate the correct use of positive objection handling
RESOLVING RESISTANCE %
o Choose channels based on influence criteria over transactional convenience
o Use active listening to uncover hidden issues
o Amplify questioning to achieve far more than just data gathering
o Design the most persuasive possible messages using the 7 Triggers formula
PERSUASIVE COMMUNICATION #
o Employ the best approaches for opening, conducting, and ending a negotiation
o Apply power to bargaining status
o Overcome objections and problems with questioning skills
o Use flexibility to overcome common challenges
o Finalize agreements to insure durability
CLOSING TECHNIQUES 🎁
Learning Objectives by Module
Risig Tide Partners • 8 S. West Street Suite 205 Easton MD 21601 • 855.242.6300 • [email protected] For learning point summaries and program samples please contact us • 855.242.6300 • [email protected]
Persuasive, consultative selling skills for agents, producers, and brokers.
Sales
o Use the values of empathy and emotional intelligence to strengthen relations
o Use the power of the emotional brain to influence & persuade
o Leverage the power of questioning for much more than just data gathering
o Construct & conduct a producer Needs Profile
THROUGH THE PRODUCER’S EYES '
o Employ listening best practices
o Identify and evaluate producer personality styles
o Communicate effectively with different personality styles
o Develop and communicate benefits in addition to facts and figures
PRODUCTIVE COMMUNICATION #
o Recognize and use the factors which create and sustain positive rapport
o Present solutions in a way that emphasizes producer priorities
o See the hidden value in objections; use the PRISMS 4-step objection-handling process
o Develop a variety of closes to accomplish agreement objectives
THE PERSONAL SIDE OF SELLING (
o Identify various types of phone calls they make
o Identify specific call objectives
o Plan and prepare for each call
o Make their phone time more efficient and productive
o Use skills specifically designed to overcome limits of phone and electronic communication
PHONE & DIGITAL COMMUNICATION ☏
o Describe 3 styles of negotiation + pros / cons
o Use essential negotiation planning to leverage efficiency and success
o Identify the difference between strategies and tactics
o Apply strategies & tactics in actual negotiations
o Counter strategies & tactics used by others
NEGOTIATION STRATEGIES & TACTICS *
o Employ the best approaches for opening, conducting, and ending a negotiation
o Apply power to bargaining status
o Overcome objections and problems with questioning skills
o Use flexibility to overcome common challenges
o Finalize agreements to insure durability
CONDUCTING NEGOTIATIONS 🎮
Learning Objectives by Module
Risig Tide Partners • 8 S. West Street Suite 205 Easton MD 21601 • 855.242.6300 • [email protected] For learning point summaries and program samples please contact us • 855.242.6300 • [email protected]
More quality premium volume, better agency relations, and sales support.
Underwriting
o Build a trust foundation by establishing rapport & maintaining a comfort zone
o Profile personality types to determine communication style and persuasion criteria
o Use communication that effectively engages the emotional brain
o Influence producers toward engagement
PRODUCER PARTNERING 🚀
o Develop persuasive benefit statements based on producer profiling
o Identify and prepare the messaging elements of a persuasive presentation
o Construct questions and messages using the 7 Triggers persuasion formula
o Influence producers toward agreement
PRESENTING SOLUTIONS ,
o Develop producer profile criteria to home in on high-value targets
o Set aggressive yet achievable appointment goals based on volume commitments
o Use a variety of marketing resources to pinpoint profiled agents
o Use a 4-factor pre-qualifying inquiry, and use account gradation to prioritize efforts
AGENCY APPOINTMENTS 📝
o Classify objections by type
o Determine which objections are productive to answer and which are not
o Form appropriate responses to objections using a four-step procedure
o Demonstrate the correct use of positive objection handling
RESOLVING RESITANCE %
o Choose communication channels based on influence criteria over convenience
o Use active listening to uncover hidden issues
o Amplify questioning to achieve far more than just data gathering
o Design the most persuasive possible messages using the 7 Triggers formula
PERSUASIVE COMMUNICATION #
o Organize goals into priority tiers to maintain flexibility
o Apply a variety of strategies and tactics to sales & marketing agreements.
o Recognize buying signals
o Use a variety of closes for key products and services
NEGOTIATING AND CLOSING .
Learning Objectives by Module
Risig Tide Partners • 8 S. West Street Suite 205 Easton MD 21601 • 855.242.6300 • [email protected]
Marketing
For learning point summaries and program samples please contact us • 855.242.6300 • [email protected]
For reps, field underwriters, and marketing teams to earn the best premium from the best agents.
o Focus on the the small changes that will produce big results
o Identify your own strengths and challenges
o Describe the aspects of claim handling dependent on skilled communication
o Explain why in a successful organization, “everybody sells”
THE HUMAN SIDE OF HANDLING CLAIMS /
o Use questioning techniques to investigate wants, needs, and satisfaction criteria
o Employ active listening to uncover meaning
o Align message intent and purpose with communication formats and channels
o Use effective communication skills to enhance and improve negotiations
CLAIMS COMMUNICATION #
o Establish and maintain rapport as a foundation of comfort & trust
o Use the principles of empathy to better connect, align, and persuade
o Profile personality types to determine communication style and persuasion criteria
o Conduct denials with professionalism
COLLABORATIVE PARTNERING 🚀
o Perform critical pre-negotiation planning using the 3-tiered goal analysis
o Plan effective bargaining & concessions
o Use each of 5 strategic principles for productive negotiations
o Identify and use a range of specific strategies & tactics
NEGOTIATION STRATEGIES & TACTICS *
o Use communication that effectively engages the emotional brain
o Encourage claimants toward settlement decisions in each and every interaction
o Conduct simpler, more collaborative negotiations
o Guide decisions instead of struggling against resistance
THE SECRETS OF INFLUENCE
o Employ the best approaches for opening, conducting, and ending a negotiation
o Apply power to bargaining status
o Overcome objections and problems with questioning skills
o Use flexibility to overcome common challenges
o Finalize agreements to insure durability
CONDUCTING NEGOTIATIONS 🎮
Learning Objectives by Module
Risig Tide Partners • 8 S. West Street Suite 205 Easton MD 21601 • 855.242.6300 • [email protected]
Claims
For learning point summaries and program samples please contact us • 855.242.6300 • [email protected]
Reduce costs and payouts while raising customer experience and brand equity.
