Insurance Sales Training Programmes

Insurance sales professionals require a range of skills to effectively sell complex and abstract products. This task is becoming more difficult due to the rise of digital solutions, changing regulations, and the demand for personalised offerings.

To overcome these challenges, insurance agents need modern sales training focused on delivering customer-centric solutions that address buyers’ underlying needs. Success in insurance sales comes from understanding the buyer’s journey, reaching all stakeholders, and effectively communicating value. These skills are crucial for insurance organisations selling multiple products and services with various components.

Richardson’s insurance sales training enables agents to:

• Clearly explain complex, multi-faceted insurance solutions
• Differentiate their value proposition beyond just premiums and payouts
• Effectively communicate the benefits of coverage against increasingly complicated risk factors

With our customisable sales training, agents get the actionable insights they need to develop the relevant insurance selling skills for their specific field.

Sales Training for Insurance Agents

At Richardson, we’ve identified a comprehensive list of 15 key selling capabilities that all sales professionals must master to enhance their commercial selling competitiveness. To support the development of these capabilities, we offer content and strategies to teach these skills and behaviours to sellers.

Training for insurance sales teams often begins by building skills and behaviours to improve the quality of customer conversations. The key capabilities insurance sales teams need to develop to improve their customer conversations include:

• Diagnosing the Customer’s Pain: Diagnosing and quantifying pain, aligning on required solution capabilities, and quantifying customer value
• Understanding the Customer’s Needs: Asking a broad range of questions and drilling down to deeply understand customer needs
• Selling with Value: Incorporating value into every step of the customer buying journey
• Knowing the Product: Maintaining a deep understanding of the products and services offered to customers
• Tailoring Differentiated Solutions: Tailoring products or services to meet the unique needs of each customer
• Recommending the Solution: Describing how the product or service brings value and meets customer needs

Richardson is proud to offer several pathways to developing these capabilities.

You can opt to work with us to customise a blended-learning solution based on the following programmes:

Sprint Selling Training

This comprehensive training solution teaches teams an agile selling methodology and the 6 critical skills for effective sales conversations. By focusing on adaptability and responsiveness, agents learn to tailor their approach to meet the unique needs of each client, ultimately enhancing their ability to close deals and build long-lasting relationships.

Sprint Dialogues Training

This programme focuses instruction on the critical structure of a sales conversation and provides a roadmap for a successful, buyer-focused dialogue. By mastering the critical components of a successful conversation, agents can improve their communication skills, foster trust, and effectively identify client needs, leading to increased sales success.

The Accelerate Sales Performance System

For those looking to leverage technology, our innovative Accelerate Sales Performance System offers a data-driven approach to training. By analysing real-time performance data, leaders can understand what successful selling looks like within their organisation. This system creates personalised learning journeys, ensuring every team member develops the skills needed to excel in insurance sales.

Richardson’s Insurance Sales Training Drives Results for H.W. Kaufman Group

H.W. Kaufman Group, a global insurance network with 300 products, 1,200 associates, and offices in the US and Canada, faced challenges as it grew. They realised they needed to align their sprawling team around the same selling skills, stay competitive among 3,000+ other businesses, and better showcase their extensive product range.

The leaders at H.W. Kaufman Group partnered with Richardson to build a customised insurance sales training solution. The tailored approach equipped sales professionals with best practices and measurement tools to ensure sustained results

• 61% revenue growth among trained offices
• 12% sales increase within the first month post-training
• 18% reduction in employee turnover

Download the complete case study