Dynamics of Selling

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$495.00
Available
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Instruction Hours 16
Topics Dynamics of Selling
Programs Dynamics
Start Date Dec 05, 2019
End Date Dec 06, 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.

Las Vegas, NV
December 5-6, 2019
7:30 AM Registration
Flamingo Las Vegas
3555 Las Vegas Boulevard South
Las Vegas, NV 89109
702-733-3111
No guest room block was secured. Self-parking is available at $15.00 per day.

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

Richard Dunnam

Bio Detail

Richard L. Dunnam is the founder and principal partner at Risk Services of PR LLC, a firm specializing in educational consulting in property and casualty insurance since 1992, providing educational services to the insurance industry both in Puerto Rico and the United States. Richard actively uses his years of experience and knowledge to operate and manage his insurance portfolio, as well as to provide loss control services, inspections and evaluations for real estate, and training support in sales/services. Over the past 34 years, he has served in several capacities in the insurance industry including working as a member of the official cabinet of the Office of the Insurance Commissioner of PR, where he started his insurance career in 1985; personal and commercial lines underwriter for Eastern America Insurance Co.; insurance broker for Aon Risk & Insurance PR, and as an independent insurance producer. In addition, Richard has serves as an expert witness in insurance court cases. Today, as a result of the catastrophe caused by Hurricane Maria, Richard is providing services directly to the insured, as a public adjuster, through the company Claims Management Group LLC. In 1996, Richard became an instructor and member of The National Alliance for Insurance Education faculty, teaching for the CISR, CIC, Dynamics of Service and Dynamics of Selling programs, both in English and in Spanish. He is also an educational provider approved by several states including Puerto Rico and the Virgin Islands. Richard obtained his Certified Insurance Counselor designation in 1997, his bachelor's degree in Managerial Administration in 1989, and he holds associate degrees in General Insurance, and Administration of Maritime/Terrestrial Insurance (AINS / AMIM). He is also an Accredited Advisor in Insurance (AAI) of the American Institute of Chartered Property & Casualty Underwriters (AICPCU), Marshall & Swift Trained Appraiser and Certified Cost Estimator (CCE). Richard teaches more than 50 classes and insurance training programs annually throughout Puerto Rico, the United States, the American Virgin Islands and Mexico. These programs are run by The National Alliance for Insurance Education, Professional Insurance Agents of PR & the Caribbean, and Risk & Insurance Educational Services. His greatest satisfaction is to have the blessing of having the opportunity to sow the seeds of curiosity and knowledge, at the same time as it feeds from the experience that everybody brings. "Knowledge does not occupy space."