What is the POLICY sales framework? with Chris Davies from Bullpen Consultancy
Summary: What are the six stages of the POLICY sales framework? How can a sales model boost your client conversion and retention? Why is it important to evaluate your sales performance?
The main challenges Chris Davies hears about from brokers as an insurance consultant are increasing conversion with clients, increasing retention, building confidence, and asking better questions. In this conversation, Chris explains how each of these is facilitated by the POLICY sales framework, which consists of six stages (Preparation; Opening; Learn; Involve; Close; You). Having such a model to fall back on when a conversation doesn’t go to plan (as is very often the case) can be highly effective. Unlike most sales framework, POLICY is not a list, but a circle.
Quote: “When you first use a model, it feels clunky, it feels alien, it feels a bit robotic. The more you do it, the more a natural flow comes from it. The nice thing about having a framework is, a client that asks questions is going to take you off-piste, but at least you’ve got somewhere to go back to. At least you know where you were.”
Resources:
Chris Davies’ LinkedIn Profile
Chris Withers LinkedIn Profile
See our webinar - Best Investment to Grow Your Business with Chris Davies at Bullpen Consultancy
Run time: 15.02
About the guest:
Chris Davies is a highly experienced consultant and advisor in the insurance industry, who, during the pandemic, founded Bullpen Consultancy Ltd. Bullpen provides training and coaching for various professions within the specialist insurance sector, endeavouring to help companies grow by helping their people grow. Ecclesiastical has used Bullpen’s services in a coaching webinar delivered to our brokers earlier this year.
About the host:
Chris Withers, Broker Distribution Director at Ecclesiastical, is responsible for developing Ecclesiastical’s proposition for its broker partners, leading the sales team and for building even stronger relationships with brokers. Having joined the company in 2015 Chris has over 25 years’ of wide-ranging insurance industry experience, having worked at Covea and RSA prior to joining Ecclesiastical.
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