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Welcome to: Sales Coaching to Maximize Performance and Build Strong Relationships Your facilitators: Jack Cullen & Len D’Innocenzo. Our Goals. Engage the agency field leaders and agents on the mission of maintaining State Farm’s leadership position in the face of increasing competition. - PowerPoint PPT Presentation
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Copyright © CRKInteractive 2009. All rights reserved. 1
Welcome to:Sales Coaching to Maximize
Performance and Build Strong Relationships
Your facilitators:
Jack Cullen & Len D’Innocenzo
Copyright © CRKInteractive 2009. All rights reserved. 2
Our Goals Engage the agency field leaders and
agents on the mission of maintaining State Farm’s leadership position in the face of increasing competition.
Increase productivity of the 800 agents through sales coaching provided by AFLs to more effectively use current professional sales techniques and processes to be more consultative and customer focused. Specifically, improve productivity for the middle third of AFLs’ agents.
Copyright © CRKInteractive 2009. All rights reserved. 3
Our Goals Provide AFLs the sales-coaching process
to be even more effective and increase their confidence to lead agents to new heights of achievement. In addition, agents can grow to replicate more effective sales coaching in their teams.
Cultivate stronger relationships between AFLs and agents based on mutual trust, respect, rapport, and understanding of the agents’ values and needs.
Copyright © CRKInteractive 2009. All rights reserved. 4
Our Goals Provide AFLs greater self awareness of how
their behavioral traits impact relationships with agents, helping them to develop personal behavioral habits that will benefit the AFLs and their agents.
Provide management the reinforcement tools to continue the development after the training.
Minimize the investment, maximize the return, and minimize lost field time using a blended-learning approach.
Copyright © CRKInteractive 2009. All rights reserved. 5
Why State Farm? High profile – high-quality company Financial strength and stability Delivers on the promise Breadth of products Marketing power and resources that help
get and keep customers Strong agents with solid customer
relationships
Copyright © CRKInteractive 2009. All rights reserved. 6
Why State Farm? Knowledgeable AFLs that provide value
and ideas to help agents be successful AFLs who are trusted advisors and
responsive to their agents’ needs Outstanding customer satisfaction Exceptional claim service Around-the-clock service
Copyright © CRKInteractive 2009. All rights reserved. 7
Product Focused vs.
Customer Focused?
What’s the Difference?
Copyright © CRKInteractive 2009. All rights reserved. 8
Needs Goals Priorities A Personal Win
Identifying
Customer Focused Means
Copyright © CRKInteractive 2009. All rights reserved. 9
A Simple Equation
Is there a Compelling Reason to Buy?
PRICE = VALUE
Buying Decisions
Copyright © CRKInteractive 2009. All rights reserved. 10
Product Focused What’s Really
Happening?
The PRICE is CUT to increase value!
= VALUE
CUT
PRICE
Copyright © CRKInteractive 2009. All rights reserved. 11
Being Customer Focused INCREASES The VALUE
PRICE = VALUE
3 VALUE
ADDED
BENEFITS
Copyright © CRKInteractive 2009. All rights reserved. 12
1. Financial strength and stability
2. Breadth of products3. Exceptional claim service
All Leading to:Outstanding Customer Satisfaction
3 Value Added Benefits
Copyright © CRKInteractive 2009. All rights reserved. 13
This is not training for the sake of training. I am committed to turn this program into a “system” to improve my agents results and
exceed our goals.
Copyright © CRKInteractive 2009. All rights reserved. 14
1. Know How
2. Energy Level
3. Time
4. Concentration/ Focus
5. Communication
6. Imagination/ Creativity
7. Decision Making
8. ATTITUDE!
Me, Inc. Assets
Copyright © CRKInteractive 2009. All rights reserved. 15
How do people make a decision to buy?
Copyright © CRKInteractive 2009. All rights reserved. 16
We BelievePeople Buy Emotionally in this Order:
Copyright © CRKInteractive 2009. All rights reserved. 17
We BelievePeople Buy Emotionally in this Order:
1. The State Farm Agent 2. State Farm Insurance Company
3. State Farm’s Products & Services
Copyright © CRKInteractive 2009. All rights reserved. 18
AFLs & Their Agents will Make the Difference!
Copyright © CRKInteractive 2009. All rights reserved. 19
Law of the Slight Edge
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2009 PGA Tour Prize Money
Who was the # 1 Money Winner?
Who was the # 2 Money Winner?
Law of the Slight Edge
Copyright © CRKInteractive 2009. All rights reserved. 21
2009 PGA Tour Prize Money
# 1 Tiger Woods $10.5 million
# 2 Steve Stricker $6.3 million
The Difference $4.2 millionSource PGATOUR.com
Law of the Slight Edge
Copyright © CRKInteractive 2009. All rights reserved. 22
How many strokes
separated them in average
score?
Copyright © CRKInteractive 2009. All rights reserved. 23
2009 PGA Tour Prize Money – Ave. Score
# 1 Tiger Woods $10.5 million 68.84
# 2 Steve Stricker $6.3 million 69.51
The Difference $4.2 million .67
Source PGATOUR.com
Law of the Slight Edge