Sales Proficiency Workshop

Organized by AEA Training Centre

Duration: 4 half-days 1st, 6th, 8th, & 13th March 2017.
From 8:30 am to 12:30 am. Venue: AEA Training Centre

Are you an Insurance Sales Agent? If yes, join this Sales Proficiency Workshop to boost your commission!

About us
AEA was created in the year 2000; we are registered with the MQA and TEC the training regulator in Mauritius.
Affiliated with prestigious universities and awarding bodies (USQ, North Umbria, BTEC Edexcel, NCC, ACCA)

Registration fee:
The registration fee for this course MUR 9,500
Early bird registration: 23rd Feb. 17
Rs.1000/pax
Group discount: Rs.1000/pax

Get started right away

In order to register for the seminar please complete the form and return via
email or fax to the contact person.
Hurry and get the early bird discount! As this is an interactive seminar, the
number of seats in the seminar is limited and early registration is advisable.

Contact us
Phone: 2080272 | Email: sales2@aeaonline.intnet.mu | Web: www.aea.ac.mu
 Target Audience:
Sales Team Members

Learning Objectives
At the end of these modules, a student should be able to:
1. Implement the Financial Planning process by using financial planner competencies and by following the
prescribed code of ethics, practice standards and professional conduct.
2. Understand the potential goals a client may have, help them enunciate their goals and evaluate strategies to
help clients achieve their goals.
3. Understand basic tools of financial management and financial mathematics applications, and devise simple
strategies and mechanisms to achieve realistic goals.
4. Understand the role of the financial planner in the personal risk assessment process.
5. Integrate risk assessment and risk protection into comprehensive financial plan.
6. Understand the basic terms and strategies of the sales profession.
7. Be proud of their career choice.
8. Identify who and how to contact prospects.
9. Handle objections confidently.
10. Discover what customers want instead of just selling what you have.
11. Practice effective questioning and listening skills to learn what the customer really wants.
12. Use a value approach in building a successful customer partnership.
13. Build long term sales relationships instead of pushing products.
14. Employ proven strategies for referral selling success.
15. Identify opportunities to add value to the customers business, instead of just discounting price.
16. Employ the top closing techniques and when and how to use them.

Clients get qualified sales people who provide

solutions and after-sales service.
Participants will increase their sales dramatically,
get larger case size and improve their own
earnings.
The company gains an agency force with lower
attrition, greater experience and customers with
long-term savings plans

Workshop Contents:
Insurance Training Modules
1. Introduction to Financial
Planning
2. Time Value of Money
3. The Financial Planners Toolkit
4. Risk and Insurance
5. The Principles of Insurance
6. The Insurance Contract
7. Growing your Net Worth
8. Fundamentals of Investment
Planning
Sales Training Modules Behavioural Training Modules
1. The Business of Selling 1. Time Management
2. Sales Ratios 2. Goal Setting
3. Prospecting Principles (Fear of 3. Customer Service
Rejection) 4. Customer Relationship
4. Making Appointments Management (Providing Value to
(Overcoming objections) Clients)
5. Using Email
6. Preparing for Sales Meetings
(Needs Assessment)
7. Meeting with Sales Prospects
(Persuade without Pressure)
8. Sales Proposals (Closing Skills)
 IVAN JACOB
Corporate Sales Trainer for Life and General Insurance Businesses.

Selling is a profession and just like any other profession, it can be

learnt, practiced and mastered.
About the trainer
Next Generation Leader: Post-Graduate qualification in Business Management and 24 years of sales experience.

Strong in: Sales-Training: Assists companies to ramp-up their top line. Last client experienced a growth of 180%.
Focused on results. Demonstrates Integrity.

Global outlook which appreciates cultural diversity. Easily shares leadership and builds partnership and alliances.

Life Insurance Professional: MDRT 2009 (Indianapolis, USA), MDRT 2011 (Atlanta USA). Max New York Life CEO
Qualifier: 2010(Rome, Italy) and 2012 (Zurich, Switzerland), Certified Trainer by Kinder Bros. International (USA),
and Business Consultant with Aviva Life. Spectacular success in Life Insurance: Work site campaigns, Group &
Corporate Solutions.

Successfully conducted Sales Development Training Programs for;

Max Life Insurance (India) in Dehra Dun, Agra, Singapore & Kuala Lumpur,
Island Life Assurance Co. Ltd., Mauritius,
Life Insurance Corporation of India, Mauritius.
SACOS Life Insurance, Seychelles.

Certifications from:

Kinder Brothers globally delivers

services, consulting and training based
on deep industry knowledge and Founded in 1927, the Million Dollar New York Life Insurance Company
experience. Through our exclusive Round Table (MDRT), The Premier (founded 1845) is the largest mutual
industry focus, KBI Consultants have a Association of Financial Professionals, life-insurance company in the United
rich understanding of clients' businesses is a global, independent association of States, and one of the largest life
and the insight, skills, and resources more than 43,000 of the world's leading insurers in the world, ranking #61 on
required to address the dynamic life insurance and financial services the 2016 Fortune 500 list, with about
insurance marketplace, issues and professionals from more than 500 $550 billion in total assets under
opportunities. KBI offers a companies in 67 countries. management, and more than $21 billion
comprehensive range of solutions, in surplus and AVR.
products and services to clients across MDRT members demonstrate
the world including: exceptional professional knowledge, In 2007, NYLIC achieved the best
strict ethical conduct and outstanding possible ratings by the four
sales training client service. MDRT membership is independent rating companies
consulting recognized internationally as the (Standard & Poor's, AM Best, Moody's
sales management development standard of excellence in the life and Fitch).
strategic evaluation analysis insurance and financial services
coaching business.