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Membership | White Paper
A Guide to Consultative Sales for Insurance
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What Else Can IRMI Membership Do For You?
When you become an IRMI member, you join a community of leading risk management and insurance professionals with access to resources, tools, and events that will help you advance your career while making smarter decisions for your company and clients.
Your membership entitles you to the following exclusive resources.
Using IRMI Content To Facilitate Consultative Insurance Sales
See how you can use IRMI subscription content as your secret weapon to elevate your consultative sales strategy.
The 5-Step Consultative Sales Process for Insurance
Download your copy of the free white paper A Guide to Consultative Sales for Insurance and get a step-by-step road map for implementing these 5 key relationship-building tactics.
Rapport building. Explore strategies for building or strengthening personal relationships and getting past any negative impressions from prior experiences with less authentic sales representatives.
Needs assessment. Establish your process for gaining a comprehensive understanding of a prospect's exposures—even ones they might not be aware of—so you can convert that information into an actionable strategy for an insurance program.
Program proposal. Avoid falling into the trap of simply offering a program as similar to the incumbent's as possible at a lower price, and learn how to include risk management strategies other than insurance in your recommendations.
Objection handling. Have a plan for addressing customer concerns, and discover how to unearth the real reason behind a prospect's reluctance to move forward.
Closing and relationship management. Find out why an unsuccessful close may be the first step toward a long-term business relationship and how you can provide value by being an advocate for existing customers.
About IRMI
For over 40 years, International Risk Management Institute, Inc. (IRMI), has been a premier provider of practical and unbiased risk management and insurance information to corporations, law firms, government, and the insurance industry. This information is developed by the most experienced research and editorial team in insurance reference publishing in partnership with a host of industry practitioners who work with us. We take great pride in giving you up-to-date, objective, and practical strategies, tactics, and solutions to help you succeed and prosper in a changing insurance and risk management environment.