CPD / CIP Points = 2.5
Estimated Duration = 2 Hours 30 Minutes
Cross-Selling
Key learning outcomes:
The Cross-Selling module’s learning outcomes revolve around understanding the reasons for the need to cross-sell and equipping brokers with the skills and knowledge to be able to carry out this key broker function.
The module starts by delving deeply into the four key reasons why your business needs to be cross-selling, including the fact that it is an important way to grow your business. How and when to cross-sell followed by how to manage client objections/rejection to cross-selling are then examined. Following this discussion, the module becomes very practical as participants practice cross-selling role play scripts with a partner. The “clients” in the role plays vary by being either receptive, sceptical or difficult. The products which are “cross-sold” in these role plays are the key Management Liability and Cyber insurance policies. After each role play is completed, a step-by-step analysis of the role play is undertaken to ensure maximum understanding. The module concludes by exploring many tips for brokers to enhance their cross-selling success. Progress checks and interactive exercises are provided throughout the module.
There will be a short break in the middle of the unit. Time-permitting, a 12-question test will be conducted at the end of the training session.
Once this module is completed, the learner will have a comprehensive understanding of the importance of Cross-Selling and will be equipped to cross-sell more confidently to clients.
© Oren Jacobi
