Description
Insurance professionals can find it hard to upsell or cross sell when conducting business with their clients, as the primary focus tends to be towards meeting their client’s specific and immediate insurance needs rather than exploring how other insurance/assurance products could also support them.
Client time and focus can also be limited and any conversations regarding other/alternative products needs to be a natural outcome of client interaction during the process of renewal etc.
This live online interactive webinar is designed to help build confidence and skills when upselling or cross selling, by recognising that the aim to best serve our customers is to ensure that they are adequately protected.
The webinar will be highly interactive with delegate participation and engagement throughout which will involve practising new skills. This webinar is 3 hours which includes a break.
What you will learn
Learning Objectives
- At the end of this session, you will be able to:
- Explain what upselling and cross selling are
- Describe why it is important to discuss customers’ needs and the benefits to them
- Spot upsell and cross sell opportunities
- Demonstrate the ability to seamlessly introduce up sell and cross sell products into a natural conversation
Course Content
- What is upselling and cross selling?
- Discussion on what it is
- How does it benefit our customers?
- Why should we do it?
- What are the benefits to both provider and insurer?
- How to spot opportunities
- Listening for opportunities
- The types of conversational opportunities that may arise
- Introducing opportunities into the conversation
- How to be natural and weave into the conversation
- Making it about the customer rather than the sale
- Skills Practice
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