Telesales Team increase performance by £36k in one month
We have worked with one of the UK’s Top 5 insurance companies and was invited to train & coach one of the lower performing teams. This was a trial with a view to rolling out our training should our work with the pilot team be succesful. One of the things we noticed early on was that the sales people were not working with a structure or a sales model. We designed one to compliment the natrual process. Straight away confidence grew as the team could organise themselves around each part of the call. Next, we worked on presenting more than just features of a product, we introduced what we call the customer’s ‘so what’ test and moved the team from telling features, failing ‘so what’ tests to presenting advantages and benefits. The third introduction we made was around closing techniques. This started with making sure that the sales team themselves were not deciding whether or not to ask for the business and ended with introducing several styles and techniques that could be introduced for different sales contexts. That trial sales team sold an extra £36k worth of insurance (motor & home) during the month. We were thrilled, the sales team were no longer ‘under performers’ and senior management natrually wanted more of the same!
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Telesales Team increase performance by £36k in one month
We have worked with one of the UK’s Top 5 insurance companies and was invited to train & coach one of the lower performing teams. This was a trial with a view to rolling out our training should our work with the pilot team be succesful...