8. SELLING INSURANCE PRODUCTS - THE DETAIL (1day)
For vehicle sales executives who are already FSA Compliant seeking to increase their insurance product sales by building on their existing product portfolio and product knowledge
AIMS OF THE PROGRAMME
To Ensure Sales Executives Become Competent In Their Presentation Of Insurance Products To Customers.
To Give Sales Executives The Ability To Generate An Additional Income Stream Through The Sale Of GAP, VRI, CPI,PPI, Warranty, MOT Insurance, Car Insurance Etc
To Explain The Key Features And Benefits Of Insurance Products.
To Present Sales Strategies And Tactics For Insurance Products.
To Give Sales Conversion Tactics And Arguments To Employ To Overcome Common Objections.
THE MAIN THEMES THAT WILL BE COVERED ARE:-
Key Insurance Products To Sell
Why Sell Insurance To Customers?
Insurance Products And FSA Compliance
General Insurance Principles
Methods Of Presenting Products To Customers
VRI-Features, Benefits, Inclusions And Exclusions
GAP-Features, Benefits, Inclusions And Exclusions
CPI-Features, Benefits, Inclusions And Exclusions
WARRANTY-Features, Benefits, Inclusions And Exclusions
SERVICE PLANS-Features, Benefits, Inclusions And Exclusions
The FSA Criteria For Employees Advising On Or Selling General Insurance
Personal Indemnity Insurance
Who Is Responsible For What Documentation?
"IDD - Initial Disclosure Document"
"Demands And Needs Statement" (Duty Of Care Forms)
Policy "Key Facts Summary Statement"
Qualification Forms and FSA Compliance
Commission Disclosure Requirements
Financial Services Act Of 1986
The Benefits Of Being Regulated By The FSA For General Insurance
Distance Selling Policies And Procedures
The FSA's Policy With Regard To Insurance Complaint Handling
The Procedure For Handling And Investigating Insurance Complaints
The Policy Holders Protection Board &
The Insurance Ombudsman
Who Is Responsible For Insurance Claims Handling?
What You Need To Do To Provide An Audit Trail For Proof Of FSA Compliance?
INSURANCE SALES TOOLS
Literature - Duty Of Care Documents, Initial Disclosure Document IDD
VRI & GAP Selling Charts, PC Presentations