For Producers

Accelerating Your Sales Skills to Drive Performance

In last week’s blog, we introduced five Sales Accelerator skills: the unique qualities that set risk consultants apart from their peers and propel their success to new heights. Beyond Insurance now shows you the remaining five.

Sales Accelerator #6 – New Business Hit Ratio

The research and experience of Beyond Insurance provides clear evidence that your new business hit ratio dramatically improves with a Prospect Qualification Filter (PQF).

So, what is a Prospect Qualification Filter and why is it so important to you?  It is a revolutionary tool that enables you to evaluate a prospective client and determine whether they meet your criteria.  Simply put, the PQF facilitates your ability to confidently and consistently select prospects who belong on your team. 

As you consider your existing new business hit ratio, ask yourself the following question:

  • Do I have a cumulative new business “hit ratio” of 80% or better?

Sales Accelerator #7 – Using Social Media to Drive Actionable Results

Today, your ability to connect with prospects, clients and centers of influence requires a strong digital presence and social selling expertise. HubSpot, a leading social media management organization, defines social selling as the art of using social networks to find, connect with, understand, and nurture sales prospects.” It is the modern way to develop meaningful relationships with potential customers, keeping you – and your brand – front of mind.

Start by thinking of yourself as a brand, and market yourself accordingly.  Consider perceptions, qualities, and characteristics that you want people to associate with you — recognizing that your name and image impact your current and future earning potential.   

As you consider your ability to use social media to drive actionable results, ask yourself the following question:

  • Do I have the tools and knowledge to develop and execute a social media marketing strategy?

Sales Accelerator #8 – Adding Value Through Cross-Selling

Cross-selling is a unique opportunity to provide value to your clients in ways they may not have expected when they hired you. In order to create an effective cross-selling strategy map, you must first develop a comprehensive understanding of your clients' business model so you can deliver the right products, services, and resources that complement your original offering. Executed properly, cross-selling increases your customers’ reliance on you and reduces the likelihood that they would switch to a competitor.

Cross-selling requires minimal effort as compared to the original purchase. Clients often embrace products marketed using cross-selling strategies because of the trusting and respectful nature of your preexisting business relationship.

As you consider your existing cross-sell capability, ask yourself the following question:

  • Do I benefit from a disciplined, strategic, and results-oriented cross-sell approach?

Sales Accelerator #9 – The Art of Negotiation and the Power of Persuasion 

Persuasion is best defined as the process through which one persons attitudes or behaviors are influenced by another person. The power of persuasion enables you to argue for or against ideas, decisions, and actions that have a material impact on you. Always try persuasion first; if persuasion doesn’t lead to the results you seek, turn to negotiation.

Negotiation is the process through which two or more parties who perceive a difference in interests or perspectives attempt to reach a mutually-beneficial agreement.  Negotiation aims to resolve differences and craft outcomes to satisfy the interests of those involved.

As you consider your ability to effectively negotiate and persuade, consider the following question:

  • Does my ability to persuade and negotiate positively impact my sales goals?

Sales Accelerator #10 – Manage Priorities to Create Work/Life Balance

Todays intensely competitive business climate has created a corporate culture that demands more and more from you. Do you have a sustainable balance between your personal and work life? Or are the demands of your work infringing upon the quantity and quality of your time with family, friends, and your community?

The most effective way to overcome a work/life balance issue is through task prioritization. When you prioritize your projects and activities, you bring order to chaos and create calm around you, allowing you to focus and finish each task you begin. Start by questioning the rationale behind the projects that demand your time, and decide which items deserve highest priority. Rearranging your priorities and designing a plan to measure progress is an essential element in your pursuit of work/life balance.

As you consider the degree to which priority management and work/life balance is an issue for you, ask yourself the following question:

  • Do I have a priority management system that supports my work/life balance?

Producer Growth Assessment (PGA)

If you wish to evaluate your competence in the ten skills listed above, take the complimentary Beyond Insurance Producer Growth Assessment (PGA) — a 34-statement survey based on decades of market research and firsthand risk management experience:

The results of your PGA assessment can help to identify opportunities for growth. Should you choose to pursue these opportunities, the PGA is supported by Sales Accelerators — self-paced learning courses designed to target specific skill sets. Upon completion of the modules, you will earn an Accredited Sales Advisor ™ (ASA) certification.