Copyright © CRKInteractive 2009. All rights reserved. 1 Welcome to: Sales Coaching to Maximize Performance and Build Strong Relationships Your facilitators:

Copyright © CRKInteractive 2009. All rights reserved. 1

Welcome to:Sales Coaching to Maximize

Performance and Build Strong Relationships

Your facilitators:

Jack Cullen & Len D’Innocenzo


Our Goals Engage the agency field leaders and

agents on the mission of maintaining State Farm’s leadership position in the face of increasing competition.

Increase productivity of the 800 agents through sales coaching provided by AFLs to more effectively use current professional sales techniques and processes to be more consultative and customer focused. Specifically, improve productivity for the middle third of AFLs’ agents.


Our Goals Provide AFLs the sales-coaching process

to be even more effective and increase their confidence to lead agents to new heights of achievement. In addition, agents can grow to replicate more effective sales coaching in their teams.

Cultivate stronger relationships between AFLs and agents based on mutual trust, respect, rapport, and understanding of the agents’ values and needs.


Our Goals Provide AFLs greater self awareness of how

their behavioral traits impact relationships with agents, helping them to develop personal behavioral habits that will benefit the AFLs and their agents.

Provide management the reinforcement tools to continue the development after the training.

Minimize the investment, maximize the return, and minimize lost field time using a blended-learning approach.


Why State Farm? High profile – high-quality company Financial strength and stability Delivers on the promise Breadth of products Marketing power and resources that help

get and keep customers Strong agents with solid customer

relationships


Why State Farm? Knowledgeable AFLs that provide value

and ideas to help agents be successful AFLs who are trusted advisors and

responsive to their agents’ needs Outstanding customer satisfaction Exceptional claim service Around-the-clock service


Product Focused vs.

Customer Focused?

What’s the Difference?


Needs Goals Priorities A Personal Win

Identifying

Customer Focused Means


A Simple Equation

Is there a Compelling Reason to Buy?

PRICE = VALUE

Buying Decisions


Product Focused What’s Really

Happening?

The PRICE is CUT to increase value!

= VALUE

CUT

PRICE


Being Customer Focused INCREASES The VALUE

PRICE = VALUE

3 VALUE

ADDED

BENEFITS


1. Financial strength and stability

2. Breadth of products3. Exceptional claim service

All Leading to:Outstanding Customer Satisfaction

3 Value Added Benefits


This is not training for the sake of training. I am committed to turn this program into a “system” to improve my agents results and

exceed our goals.


1. Know How

2. Energy Level

3. Time

4. Concentration/ Focus

5. Communication

6. Imagination/ Creativity

7. Decision Making

8. ATTITUDE!

Me, Inc. Assets


How do people make a decision to buy?


We BelievePeople Buy Emotionally in this Order:


We BelievePeople Buy Emotionally in this Order:

1. The State Farm Agent 2. State Farm Insurance Company

3. State Farm’s Products & Services


AFLs & Their Agents will Make the Difference!


Law of the Slight Edge


2009 PGA Tour Prize Money

Who was the # 1 Money Winner?

Who was the # 2 Money Winner?



2009 PGA Tour Prize Money

# 1 Tiger Woods $10.5 million

# 2 Steve Stricker $6.3 million

The Difference $4.2 millionSource PGATOUR.com



How many strokes

separated them in average

score?


2009 PGA Tour Prize Money – Ave. Score

# 1 Tiger Woods $10.5 million 68.84

# 2 Steve Stricker $6.3 million 69.51

The Difference $4.2 million .67

Source PGATOUR.com


Documents

Copyright © CRKInteractive 2009. All rights reserved. 1 Welcome to: Sales Coaching to Maximize Performance and Build Strong Relationships Your facilitators: