 |
|  |
Testimonials Allianz Personal Client Project for Allianz Personal Lines Division
Initial brief for Account Management and Development
- To move the emphasis from a traditional to a more dynamic and consultative approach to sales.
(Click here to read more about Account Management and Development Overviews/Outlines)
The feedback
What did you find most helpful form the course?
- "Justification of charging fees."
- "Structured approach to job, prospecting skills, questioning skills and using mind maps."
- "I found the whole course of great benefit but in particular questioning style and words to use to promote the client to think rather than me suggesting what he needs."
- "The mind mapping technique to understand the 'big picture'."
- "Taking holistic view on business not settling for one aspect."
- "Refreshing questioning techniques."
- "There were many parts I found useful – those which I think back about most would be how to work at becoming a trusted advisor, the theory behind consultative vs. traditional selling, the questioning funnel – how to identify what a client needs or wants and how to offer the solutions with."
Describe the first steps you will take to put what you have learned to use in your work:
- "A more focused approach to fact finding and gaining commitment."
- "Change how I deal with things and not just do what I’ve always done before."
- "Try and profile my client bank and actively seek opportunities within the portfolio."
- "Review approach to clients and client meetings, to become more effective."
- "I have already profited by a more studied approach to the needs of customers."
- "Unlike most other training courses I have been on, I am confident that this one will have a longstanding effect on my development."
- "Will evaluate existing corporate clients, to sell more products to them, to ensure each client is viable."