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insurance sales training programmes

Insurance Sales Training Programs

Insurance Sales Training for a Complex Industry

Select Insurance Sales Training Customers

  • Kaufman grayscale logo
  • Arthur J Gallagher grayscale logo
  • Northwestern Mutual grayscale logo
  • Chubb grayscale logo
  • Met Life grayscale logo
  • QBE grayscale logo
  • Willis Towers Watson grayscale logo
  • cigna logo
  • sales training client - liberty mutual insurance
  • aetna logo

Insurance sales professionals require a range of skills to effectively sell complex and abstract products. This task is becoming more difficult due to the rise of digital solutions, changing regulations, and the demand for personalized offerings.

To overcome these challenges, insurance agents need modern sales training focused on delivering customer-centric solutions that address buyers’ underlying needs. Success in insurance sales comes from understanding the buyer’s journey, reaching all stakeholders, and effectively communicating value. These skills are crucial for insurance organizations selling multiple products and services with various components.

Richardson’s insurance sales training enables agents to:

  • Clearly explain complex, multi-faceted insurance solutions
  • Differentiate their value proposition beyond just premiums and payouts
  • Effectively communicate the benefits of coverage against increasingly complicated risk factors

With our customizable sales training, agents get the actionable insights they need to develop the relevant insurance selling skills for their specific field.

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Sales Training for Insurance Agents

At Richardson, we’ve identified a comprehensive list of 15 key selling capabilities that all sales professionals must master to enhance their commercial selling competitiveness. To support the development of these capabilities, we offer content and strategies to teach these skills and behaviors to sellers.

Training for insurance sales teams often begins by building skills and behaviors to improve the quality of customer conversations. The key capabilities insurance sales teams need to develop to improve their customer conversations include:

  • Diagnosing the Customer’s Pain: Diagnosing and quantifying pain, aligning on required solution capabilities, and quantifying customer value
  • Understanding the Customer’s Needs: Asking a broad range of questions and drilling down to deeply understand customer needs
  • Selling with Value: Incorporating value into every step of the customer buying journey
  • Knowing the Product: Maintaining a deep understanding of the products and services offered to customers
  • Tailoring Differentiated Solutions: Tailoring products or services to meet the unique needs of each customer
  • Recommending the Solution: Describing how the product or service brings value and meets customer needs

Richardson is proud to offer several pathways to developing these capabilities.

You can opt to work with us to customize a blended-learning solution based on the following programs:

Sprint Selling Training

This comprehensive training solution teaches teams an agile selling methodology and the 6 critical skills for effective sales conversations.

Sprint Dialogues Training

This program focuses instruction on the critical structure of a sales conversation and provides a roadmap for a successful, buyer-focused dialogue.

Alternatively, you might be interested in learning about our innovative solution, the Accelerate Sales Performance System. This sales training technology uses your team’s real-time performance data to define what good looks like in your selling organization and creates individual learning journeys to help every member of your team get there.

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Richardson’s Insurance Sales Training Drives Results for H.W. Kaufman Group

H.W. Kaufman Group, a global insurance network with 300 products, 1,200 associates, and offices in the US and Canada, faced challenges as it grew. They realized they needed to align their sprawling team around the same selling skills, stay competitive among 3,000+ other businesses, and better showcase their extensive product range.

The leaders at H.W. Kaufman Group partnered with Richardson to build a customized insurance sales training solution. The tailored approach equipped sales professionals with best practices and measurement tools to ensure sustained results

• 61% revenue growth among trained offices

• 12% sales increase within the first month post-training

• 18% reduction in employee turnover

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Download the complete case study

overview of the Richardson sales capability framework that shows the 15 capabilities and 55 behaviors that sales reps need to master to succeed.

Brochure: Richardson's Sales Capability Framework

Explore the complete collection of 16 sales capabilities supported by 58 sales behaviors sellers must master to enhance commercial selling competitiveness.

Download

Solutions You Might Be Interested In

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Our Impact

  • 900Global Clients

  • 3.5M+Individuals Trained

  • 12%5-12% Increase in Revenue

  • 24%Improvement in skill efficiency

  • 35%Increase in knowledge proficiency

Resources for Insurance Sales Professionals

psychology of selling

eBook: The Psychology of Selling - Understanding How the Customer Thinks

In The Psychology of Selling — Understanding How the Customer Thinks, we uncover the psychological principles driving the decision-making process.

eBook

buyer journey white paper 2

White Paper: Embracing The Turns, The New Buyer Journey

Download the White Paper: Embracing the Turns: The New Buyer Journey to learn how your sales team can stay ahead of the complex modern buying process.

White Paper

importance of consultative selling

Brief: Why a Consultative Approach is Important Today

Download this brief to discover the 3 key factors leaders face today and how sales professionals can address each.  

Brief