INSCO Sales Process Sales Goals, Identify Target Agents & Establish Contact Strategy Overcoming Sales Call / Contact Reluctance Contact for Appointment.

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Presentation transcript:

INSCO Sales Process Sales Goals, Identify Target Agents & Establish Contact Strategy Overcoming Sales Call / Contact Reluctance Contact for Appointment / Visit Submissions & Prospect Qualification Proposal, Presentation, Close INSCO & Agency Deliver Exceptional Client Service; …Account Rounding, Referral Harvesting, Renewal Reviews, Coverage Upgrades, Up-Sell, Cross Sell… Rinse and Repeat!

INSCO Sales Process INSCO Sales & Profit Goals Establish Target Target Contact Strategy INSCO Sales & Profit Goals Target Agents Target Research 27

INSCO Sales Process INSCO Sales & Profit Goals Target Agents Target Research Establish Contact Strategy Establish Appointment / Contact Aims Execute Contact Strategy Continuously Outbound Contact Overcoming Sales Call Reluctance Schedule Telephone / Face-to-Face Visit 28

INSCO Sales Process INSCO Sales & Profit Goals Establish Contact Strategy INSCO Sales & Profit Goals Target Agents Target Research Establish Appointment / Contact Aims Execute Contact Strategy Continuously Overcoming Sales Call Reluctance Outbound Contact Confirm Visit Objectives & Rehearse Are There Qualified New Business Opportunities? N Schedule Telephone / Face-to-Face Visit Y 28

INSCO Sales Process Yes INSCO Sales & Profit Goals Establish Contact Strategy INSCO Sales & Profit Goals Target Agents Target Research Establish Appointment / Contact Aims Execute Contact Strategy Continuously Overcoming Sales Call Reluctance Outbound Contact Confirm Visit Objectives & Rehearse Are There Qualified New Business Opportunities? N Schedule Telephone / Face-to-Face Visit Y INSCO Follow - up INSCO Follow - up INSCO Follow - up Submissions to INSCO Prospect Makes Decision Agent Presentation to Prospect Proposal Delivered To Agent Measure YTD Submissions & Monitor Agency Trends Measure YTD Premium & Monitor Agency Trends Yes to INSCO! Course Correction Course Correction 28

INSCO Sales Process INSCO Sales & Profit Goals Establish Contact Strategy INSCO Sales & Profit Goals Target Agents Target Research Establish Appointment / Contact Aims Execute Contact Strategy Continuously Overcoming Sales Call Reluctance Outbound Contact Confirm Visit Objectives & Rehearse Are There Qualified New Business Opportunities? N Schedule Telephone / Face-to-Face Visit Y INSCO Follow - up INSCO Follow - up INSCO Follow - up Submissions to INSCO Prospect Makes Decision Agent Presentation to Prospect Proposal Delivered To Agent Measure YTD Submissions & Monitor Agency Trends NO to INSCO! Course Correction 28

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