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AVIVA WA Sales Academy report
Numbers
20 people attended. 20 assessment sheets were returned
Program rating criteria
5 Strongly agree 4 Agree
3 Neutral 2 Disagree 1 Strongly disagree
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Rating Criteria
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Cumulative score out of 100 |
Percentage Rating
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| The seminar met my expectations | 88 | 88.00 |
| The seminar content was well structured and presented | 91 | 91.00 |
| The content presented was appropriate and useful | 91 | 91.00 |
| The speakers presentation style was professional | 94 | 94.00 |
| The seminar helped me understand the topics better | 89 | 89.00 |
| I would recommend this seminar to others | 89 | 89.00 |
The attendees ranged from a few weeks experience to 27 years in the business. 11 different dealer groups were represented.
"As mentioned Jim the feedback from all (who attended the program) was very encouraging mostly 4’s or 5’s out of 5. The most popular topic requested (for follow up) was "Building Strategic Alliances". I know there is a definite opportunity as……………..highlighted with our "centres of Influence" kit.
There will be an email from me today to all who attended and a different one to all who did not to recap on the learnings from the experience. More importantly Lucy will need to send another email to attendees with all of the above templates attached once they are recd from you.
I know you will agree that the true measure of success for the day will be the EXTRA business we receive from these advisers. So Lucy will set up a tracking sheet which will indicate what business we normally receive from the practices of these attendees annualised and track the improvement in those business levels.
My BDM team will be working closely with the attendees to assist with implementation of some of the great tips and tactics (you shared with us).
Once again Jim thanks for your efforts and look forward to sharing with you some great war stories of results they achieve through your training."
The successful financial planning group Advantage One chaired by Geoff O’Neil asked us to run a special half day session for their advisers, risk people, accountants, para-planners and support staff on, “Interview Capability: Building A Sustainable Relationship With Clients”.
The content was as follows:
- Cultural change: Business evolution
- Who is after your customers and clients?
- Building a relationship into a partnership
- Interview capability
- The types of questions in the “Sale of Advice” process
- Questions vs. statements in the “Sale of Advice”
- Conceptual pull vs. product push
- Speaking the client’s language: Getting rid of the jargon and complexity
- Good listening habits
- Learning types and advising
- The principal of pre-emptive commitment
- Presentation techniques
- The adviser of the future: Educator and helper.
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| “Jim was able to
build and deliver this excellent session that embraced all sections of our
organisation. We are implementing many of his brilliant suggestions. He
was able to stimulate all of our people with his subtle and persuasive
presentation. We felt the investment in time and money with him was
excellent”. Geoff O’Neil Advantage One |
What about
this for a one day block buster skills improvement
session for new people and
road warriors?
"Powering Up Your Sales, Productivity And Profitability"
Part One: Generating new and sustainable business sources
Lead generation tactics,
techniques and management.Referrals: The easiest way to
build an income stream Hot prospecting: The places to
be looking for business NOW Working old/bought or
second-generation client bases How to develop simple, low
cost strategic alliances
Part Two: Getting the business done
NOW Handling resistance and
objections simply and quickly Getting over the price
justification issueAnswering 8 of the most common
objections Gaining commitment now
Implied consent
tacticsThe principle of pre-emptive
closing How to use the "universal
sales proposition" technique 10 surefire ways to "close
with class"
Part Three: Marketing yourself. YOU are the
brand Interactive and effective
direct mail Developing your elevator
speech: What do you really do for people? How to use conceptual
pull instead of product push Unleashing the power of the
"author marketer" to attract peopleSharing knowledge to market
yourself as a source of valueGetting to the difficult, shy,
busy, lazy and "know it all" prospect
Part Four: Insurance sales, tips,
tactics and techniques VisualsAction statements and power
phrasesLogic vs. emotion: Selling
your service firstThe principle of
human capitalThe power of war stories
What do happy attendees tell us about this interactive program?
We have an outstanding induction program on soft skills for new people or those road warriors wanting a refresher session. Build your own Academy with our content and workbooks.
Workshop style programs can run for half a day, full days or two days.
Group rates, per head rates and sponsored day rates for delivery available
Call me now on (0408 520 453) or email me on ji02506@bigpond.net.au to discuss how you would like to motivate your people to greater productivity and prosperity with better soft skills and communications tactics.
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