Super Agent

Sales Process vs. Technical Knowledge: You Need Both

We often talk about the importance of having an effective and repeatable sales process.  Subscribing to a process shortens the learning curve for new producers, provides prospects with a consistent engagement experience and, most importantly, helps them self-discover what risks exist that threaten their business, and what they hope to accomplish. But ultimately, it’s just as important to have the technical knowledge needed to step in for your clients when things are going wrong and correct dangerous situations.  

For example, in a complex business transaction between two or more entities, you have to know what the rules are with respect to experience ratings and experience mods. If you leave a situation up to chance and let it play itself out, you could be unnecessarily costing your clients tens if not hundreds of thousands of dollars.

It’s not enough to simply talk about reducing risks—improving technical knowledge will not only improve sales outcomes, it will also allow you to rise to the occasion with confidence when there is a lot at stake, and provide measurable value to clients.

Do you feel that you have the depth and breadth of knowledge needed to understand issues and identify opportunities? It’s not easy, but it’s essential.

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