Protection sales go back to basics

Nia Williams

March 25, 2009

The seminar proved a hit with advisers with 208 attending the live event and a further 50 advisers viewing the online seminar using the on demand facility after the event. The seminar was hosted by Ed Stuart-Brown, head of protection sales at Friends Provident, and the subject discussed was ‘Selling Protection effectively – going back to basics.’

Feedback received at the live event shows it helps to go back to basics. The positive feedback was received from a broad range of advisers, from those new to the protection market to the more experienced advisers looking to refresh and improve their skills, who still found it useful to have a refresher on the basics.

One of the most useful sales tips according to feedback was the recommendation to be bold and ask up front for recommendations at the beginning of the meeting with a client rather than the end.

To support the Seminar a new podcast has been recorded called ‘Protection Selling Concepts’ which takes advisers through 7 tried and tested sales techniques. So far over 80 advisers have logged in to the Info Centre and downloaded this podcast. It is part one of a series being developed by Friends Provident in response to requests from advisers asking for podcasts.

Ed Stuart-Brown, head of protection sales at Friends Provident, said: “I am pleased by the feedback we’ve received, because it’s clear that in the current climate there is a demand for any training that will help advisers close that sale. As a result of the ongoing success of the Seminars we are committed to doing more skills based training and would welcome thoughts from advisers on topics and areas we should cover.”

Advisers who missed the event can view a recording, through the Friends Provident adviser site www.friendsprovident.co.uk/adviser. They can also download the Selling Concepts podcast.

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