May 4, 2011 by Canadian Underwriter
Elite Force-Best Practices Producer Academy, a sales training program for producers, will be offered for a third year running.
The Insurance Brokers Association of Canada (IBAC) customized the comprehensive insurance sales training program for the Canadian Broker marketplace.
The 12-day intensive sales training program, held in Toronto for more than three days per quarter, covers the full spectrum of the sales cycle – from prospecting to data gathering and closing.
“We have seen evidence from virtually all participants that the soft skills they learn at the Academy translates into increased sales and bottom line dollars for their brokerages,” IBAC CEO Dan Danyluk said.
The Academy focuses on all the “soft skills” that empower brokers in their dealings with customers, including:
• prospecting, identifying and interacting with different personalities;
• relationship building;
• negotiation skills;
• time and stress management;
• presentation skills; and
• how to set, track and measure sales goals.
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