8. SELLING INSURANCE PRODUCTS - THE DETAIL (1day)
WHO FOR
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)
• Insurance
• 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