How to sell business protection
This presentation is the property of its rightful owner.
Sponsored Links
1 / 13

How to sell Business Protection PowerPoint PPT Presentation


  • 67 Views
  • Uploaded on
  • Presentation posted in: General

How to sell Business Protection. <Insert name>. <Insert date>. Agenda. How vs. why Problem/solution/benefit Pre-sale/point of sale/post sale The Business Protection sales formula Business Protection is “back to front”. How vs. why..?.

Download Presentation

How to sell Business Protection

An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -

Presentation Transcript


How to sell business protection

How to sell Business Protection

<Insert name>

<Insert date>


Agenda

Agenda

  • How vs. why

  • Problem/solution/benefit

  • Pre-sale/point of sale/post sale

  • The Business Protection sales formula

  • Business Protection is “back to front”


How vs why

How vs. why..?

Paul Babiak, Robert Hare - Snakes in Suits: When Psychopaths Go to Work, 2006


What is it that you sell to your clients

What is it that you “sell” to your clients?

Relative size of market for each need

PROBLEM

SOLUTION

BENEFIT


What is it that you sell to your clients1

What is it that you “sell” to your clients?

Focus first on WHY…

And then on HOW & WHAT

PROBLEM

SOLUTION

BENEFIT

  • WHAT

  • Adviser?

  • Client?

  • WHY

  • Adviser?

  • Client?

  • HOW

  • Adviser?

  • Client?


How to sell business protection

The sales journey

“A journey of a thousand miles begins with a single step”Lao-tzu, The Way of Lao-tzu - Chinese philosopher (604 BC - 531 BC)

PRE-SALE

POINT OF SALE

POST SALE


Pre sale

PRE-SALE

  • HOW

  • Overcome existing barriers

  • BP a part of your business strategy

  • Identifying target clients

  • Finding new clients

  • Marketing campaigns

  • Appropriate tools to do the job – Serious Illness Cover (SIC) & Disability Cover for Business (DCB)

Relative size of market for each need

  • WHY

  • The market has changed?

  • Are you adapting to

  • survive or thrive?

  • The sheer “size of the prize”

  • Your business strategy

  • High road vs. low road


Point of sale

POINT OF SALE

  • HOW

  • Sell the value of advice

  • Become the architect of the solution

  • Taking the next step

  • Business Protection fact find

Relative size of market for each need

WHY

Logic makes people think

Emotion makes people act (buy)

Sell the problem


Post sale

POST SALE

  • HOW

  • Customer vs. client

  • Annual review

  • Cross selling opportunities

  • (RLP / PMI / KPC / (SP / PP) / LP / PP)

  • Ask for referrals

  • Benefits - GIOs/Vitality

  • Appointment of Additional Trustees (Scotland from outset)

Relative size of market for each need

WHY

To build a sustainable & profitable business


The business protection sales formula

The Business Protection sales formula

  • Identify the company type

  • Sole Trader

  • Partnership

  • Limited Liability Partnership (LLP)

  • Limited Company

  • Identify the protection need

  • Key Person Cover/Continuation cover

  • Succession planning/share purchase/exit strategy

  • Loan protection

  • Personal protection

Relative size of market for each need


Business protection is back to front

Business Protection is back to front

Relative size of market for each need

Clarify the protection need by asking…

Mr. Business Owner, what do you intend the proceeds to be used for...?

Then create a solution for the specific protection need


Where are you going to start

Where are you going to start...

?

Relative size of market for each need


Thank you

Thank you


  • Login