Dynamics of Selling

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$495.00
Available
Seats Available
More Information
Instruction Hours 20
Topics Dynamics of Selling
Programs Dynamics
Start Date Feb 19, 2019
End Date Feb 21, 2019
Learning Options Traditional Classroom

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Topics Covered:

  • Implement a winning insurance-specific sales process.
  • Super-qualify your prospects. That takes knowing exactly when you are moving toward a close, when you need to change tactics, and when to walk away from a deal.
  • Demonstrate value and avoid the price-driven sale.
  • Close the sale - by using active listening to discover the customer's true needs.
  • Overcome objections, a process of turning "no" to "YES."
  • Use goal setting as a tool for action, rather than a tool for measurement.
  • Cultivate "competitor-proof" relationships that help you win - every time. 

Dynamics of Selling is the single most important investment you can make in yourself, your business, your future. Learn to think strategically and prepare for any market condition. Get the skills and learn the processes that will generate new business and increase your earnings.

Full attendance at a Dynamics program qualifies for one year of update credit for dues-paid CICs and CRMs, and up to two years of update credit for dues-paid CISRs and CSRMs.

Maple Grove, MN
February 19-21, 2019
7:30 AM Registration
MN Insurance Agents & Brokers
15490 101st Avenue North
Maple Grove, MN 55369
763-235-6460
Suggested accommodations at the Cambria Suites. Please ask for the MN IAB rate of $119. Hotel contact information - 9655 Grove Circle North, Maple Grove, MN 55369 763-494-5556. Parking is complimentary at the hotel and at the IAB of MN.

Maximize your potential with street-tested sales skills. It is taught by lively, vigorous pros who are eager to share the practical applications, strategies, and techniques that made them so successful.

From Dynamics of Selling, you will take away a world of benefits -- beginning with heightened sales revenues. The advantages accrue from the moment you start the program.

Topics Covered: Covered:

  • Implement a winning insurance-specific sales process.
  • Super-qualify your prospects. That takes knowing exactly when you are moving toward a close, when you need to change tactics, and when to walk away from a deal.
  • Demonstrate value and avoid the price-driven sale.
  • Close the sale - by using active listening to discover the customer's true needs.
  • Overcome objections, a process of turning "no" to "YES."
  • Use goal setting as a tool for action, rather than a tool for measurement.
  • Cultivate "competitor-proof" relationships that help you win - every time. 

Dynamics of Selling is the single most important investment you can make in yourself, your business, your future. Learn to think strategically and prepare for any market condition. Get the skills and learn the processes that will generate new business and increase your earnings.

Full attendance at a Dynamics program qualifies for one year of update credit for dues-paid CICs and CRMs, and up to two years of update credit for dues-paid CISRs and CSRMs.

Faculty

Faculty Name

Jeffrey Wodicka*

Bio Detail

Jeff Wodicka is a Certified Insurance Counselor and a licensed agent and broker in the state of New York. During his forty years in the insurance industry, Jeff has served in functions ranging from company marketing underwriter, to agency office manager, agency key producer, agency sales manager, agency chairman and CEO. This background and understanding is highly unusual among traditional academic consultants. Jeff's continued operation as Chairman/CEO of Casswood Insurance Agency, a highly successful independent agency with offices in both New York and California, makes him one of the few nationally recognized instructors, lecturers, and consultants with current "hands on" agency experience. His primary function is to manage the sales process and to serve as sales manager for the production team within the agency. He also continues to sell and manage a substantial personal book of business. A nationally recognized authority in many aspects of business management, he takes pride in his ability to take the mystique away from seemingly complicated material allowing him to deliver a powerful message to participants. While knowledgeable in many areas, his acknowledged areas of expertise include: all aspects of producer development, including compensation, contracting, goal setting, hiring, motivation, individual sales & sales management training, agency perpetuation planning, agency valuation, and agency marketing. Jeff is proud to have served as a member of the Board of Governors for the Society of Certified Insurance Counselors, as well as a National Faculty member for over twenty years, and he has served as Agency Management Consultant to IIAANY. Jeff has instructed for carriers and associations in nearly every state in the nation. In addition to his agency responsibilities, Jeff also acts as National Program Director for The National Alliance for Insurance Education & Research, based in Austin, Texas. In this capacity, Jeff oversees the ongoing development of the faculty and curricula for The Dynamics Sales Training programs: Dynamics of Selling, Dynamics of Sales Management, and Dynamics of Agency/Company Relationships. Jeff has authored much of the curricula for all of these programs.