What’s the POLICY sales framework? with Chris Davies from Bullpen Consultancy

Run time: 15.02 mins

Description

What are the six stages of the POLICY sales framework? How can a sales model boost your client conversion and retention? Why is it important to evaluate your sales performance? The discussion in part 2 looks as the POLICY framework and how it can increase conversion, retention and confidence.

The main challenges Chris Davies hears about from brokers as an insurance consultant are increasing conversion with clients, increasing retention, building confidence, and asking better questions. In this conversation, Chris explains how each of these is facilitated by the POLICY sales framework, which consists of six stages (Preparation; Opening; Learn; Involve; Close; You). Having such a model to fall back on when a conversation doesn’t go to plan (as is very often the case) can be highly effective. Unlike most sales framework, POLICY is not a list, but a circle.

 

Quote

“When you first use a model, it feels clunky, it feels alien, it feels a bit robotic. The more you do it, the more a natural flow comes from it. The nice thing about having a framework is, a client that asks questions is going to take you off-piste, but at least you’ve got somewhere to go back to. At least you know where you were.”

 

Resources

• Chris Davies’ LinkedIn Profile
• See our webinar with Chris Davies at Bullpen Consultancy Best Investment to Grow Your Business | Broker training | Ecclesiastical

About the Guest

Chris Davies is a highly experienced consultant and advisor in the insurance industry, who, during the pandemic, founded Bullpen Consultancy Ltd. Bullpen provides training and coaching for various professions within the specialist insurance sector, endeavouring to help companies grow by helping their people grow. Ecclesiastical has used Bullpen’s services in a coaching webinar delivered to our brokers earlier this year.

About the Host

Chris Withers, Broker Distribution Director at Ecclesiastical, is responsible for developing Ecclesiastical’s proposition for its broker partners, leading the sales team and for building even stronger relationships with brokers. Having joined the company in 2015 Chris has over 25 years’ of wide-ranging insurance industry experience, having worked at Covea and RSA prior to joining Ecclesiastical.

Disclaimer

This guidance is provided for information purposes and is general and educational in nature and does not constitute legal advice. You are free to choose whether or not to use it and it should not be considered a substitute for seeking professional help in specific circumstances.

Accordingly, Ecclesiastical Insurance Office plc and its group companies (“Ecclesiastical”) and Bullpen Consultancy, shall not be liable for any losses, damages, charges or expenses, whether direct, indirect, or consequential and howsoever arising, that you or any third party suffer or incur as a result of or in connection with your use or reliance on or action taken (or not taken) by any other party, caused by that or any other person’s use of or reliance on the information provided in this guidance, except for those which cannot be excluded by law.

In viewing the guidance, you acknowledge that over time the information provided may become out of date and may not constitute best market practice, that it is subject to change and new editions may be issued to incorporate such changes and that Ecclesiastical and Bullpen Consultancy have no duty to provide such changes.