If it has spread slowly and increasingly make use of them, then this is something that will otherwise is no longer needed. We are talking about an insurance consultant who comes into the house to an application for insurance for the household, include the personal liability, or the car. Finally now, most insurers, the self-service option on the Internet set up and also reward the customers who make use of them, with generous premium discounts. The Internet is now 20 years old and the associated computer is practically standard equipment such as telephone and TV, at least for most. Anyone who has renounced home, at work, at least access to services of direct insurers.
For online business, the insurers have also expanded their call centers heavily to not only receive inbound damage reports, but also to address new outbound customer or existing customer contract extensions with more favorable terms than before to offer.
Why do we still need an expensive sales force?
It needs it, maybe more than ever, in areas where no access self-service or call center advice. Only not all have realized in the field service employees working for insurance that they can not live by home contents, personal liability and motor vehicle insurance. Today is rather technical and communication skills in the advice-intensive areas such as pension and finance, as well as Risk management for SMEs in demand.
Who is not with the times, must now move with the times, you would think at least if one analyzes the quality of advice of many insurance consultants in more detail. The "stress test" on the Sales Simulator it inevitably brings to light what the customer is so all responded to their questions. Since there are consultants who offer unit-linked life insurance, but can not explain how a fund. Others have no clue about these products that their company wide and long on their own website promotes and adds even with the latest fact sheets. Then, when the consultation, the customer wants to know what we mean by a peer group, you want to bring the representative of the insurance when the next call a professional. Who asks about the latest products such as variable annuities, then possibly linked to the development department?
unimaginable Actually, there are now customers who know from their interest and the detailed presentations on the internet about a product than the sales force, it does not even care to inquire what his society in general Internet manifests on the latest products.
How to build trust as a customer? Confidence that is needed to put his signature under the contract? How should the marketing and sales - Departments so much demanded loyalty can be achieved when there are incompetent consultants at work, where it customer loyalty if any, arises primarily for personal advisers and less to the interchangeable product or its brand name?
training would be a possible solution to the problem. But not a training-the-shelf "as it is offered by the hundreds, but a training precisely tailored to the needs of the participants. Needs, made by a "stress test" on the simulator for each trainee first visible be. is a training, the necessity of each individual participants also viewed and accepted. Finally, a training that provides for the transfer into practice as the ultimate goal of the entire measure and the related investment.
First signs are present, but so long as there is general agents are men who are not customers to make what questions are still many product sellers household contents, personal liability, motor vehicle and simple life insurance companies have to keep afloat in simple customers who are satisfied with a single consultant. For, as said, but recently a general agent for a large insurance company, "We need no training to answer customer questions, we ask the questions! "
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