Insights from the field
Since there is competition in all markets for traditional coverages, agencies need to add value to their clients to distinguish themselves in their market area. But there’s a disjoint in perception of what “client value” actually means. Agencies are focusing on systems and efficiencies to process transactions faster. It's the right thing to do. But clients want value creators managing their account – people with high degrees of business acumen that can relate to the uniqueness of their industry and recommend solutions accordingly.
BWST works with Agency Brokers to apply a value-creating client interaction process that when followed, earns account professionals the right to suggest business building ideas that make sense to the client. There is no one better equipped than the day-to-day client contact to make cross- and upselling recommendations and BWST helps these firms make the most of this valuable resource.
Click on the PDF below to see how you can transform your account and relationship management teams into revenue-producing value creators!
Bill Walton Sales Training has over 60 years of collective Fortune 500 company experience in Sales, Sales Training and Field Sales Management. Our specialty is preparing individuals and organizations to present their value propositions in a way that results in higher close ratios. Our team are un-blurring the lines of differentiation between their client's fiercest competitors.