Enabling providers to demonstrate the value and difference they can bring; enabling brokers to win bigger cases and cross sell more to clients.
We’ve worked globally with major, general insurance providers and brokers on the whole range of selling skills needed to respond to changing market circumstances and by addressing issues and needs like these:
As a provider, you know that brokers don’t see the value and difference you can bring. It’s too easy for them to say no to you - you’ve been focused on price with them for too long.
You have specific value propositions to differentiate you and appeal to targeted end-customers - and make the broker look good. When you take these to market you want to change the way your people engage with brokers and to do so more strategically. You want to identify their appropriate customers and get on the inside track, by interacting directly with these prospects alongside the broker and obtain commitments to allow you to quote. To achieve this your people need to develop further their strategic and consultative selling skills.
Your broking firm has great retention rates, but most of your account execs stay in their comfort zone by going after the easier deals, placing too much reliance on existing relationships. Your client service people provide great service too but, whilst they also have sales opportunities, most of them struggle to ask for referrals, initiate or close additional sales.
You want to shape the briefs for, and win, bigger cases and deals. You want to cross sell more to existing clients. To achieve this you need to create sales advantage through greater differentiation, by building a common sales language across the firm. Your people need consultative selling skills to get clients to see the need for the right insurance, not just the cheapest insurance, and to be open to structuring their programme differently.
How Huthwaite International can help your business
We combine tailored training which is adapted to your culture and integrated with your processes and tools to develop further and embed the consultative selling, account strategy and negotiation skills training of your people, up to a global scale.
Your tailored training will have the balance of classroom training and planning tools that are right for you, customised appropriately for all those attending from across your business and will be delivered by a carefully selected team of regionally based trainers with relevant sector experience.