Sometimes a business relationship just doesn’t work, regardless of how good the product proposition is. It can be all too easy for an Account Manager to dismiss this relationship and move onto another IFA regardless of the lost potential – an opportunity lost for both the Account Manager and the business.
The challenge is how to get Account Managers with good sales skills in a position to deal with a broader spectrum of RI ‘types’ and not just in a position of increasing their business by writing more with those RIs that they get on well with.
Working in conjunction with Thomas International’s DISC profiling, Momenta b2b is able to help Account Managers to:
- Become more aware of their own strengths and weaknesses
- Identify RIs' preferred working and social styles
- Build a strategy for dealing with key RIs' personality styles, to include:
- How best to deliver sales messages
- How to sell to RI’s needs
- How to structure sales presentations, provide information and handle objections
- Pre and post appointment activity for different RI types
- Adapt their style to match that of the individual RI leading to long term predictable pay off based on the product proposition and relationship
We will work in consultation with you to tailor these tools and processes, to meet the exact requirements of your business. |
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