A new training program, SME Central, has been launched by ING to assist advisers develop specific technical and sales skills for the small to medium enterprise market.
Considered by many advisers to be one of the more difficult markets in which to operate, the purpose of the SME Central program is to demystify SME insurance from the adviser perspective and to offer ‘… a unique emphasis on the practical application of SME technical knowledge; that is, what to do after saying ‘hello’.
Key elements addressed in the three-day program, include:
- Client profiles
- Working with Centres of Influence
- Core SME concepts
- Risks and exposures
Kevin Goss, ING Australia’s Head of Insurance Sales, believes SME Central will help address an industry skill gap:
The SME market is an un-mined field of opportunity…
“The SME market is an un-mined field of opportunity, and many risk specialists recognise this. The challenge is, many of the adviser training programs out there are heavily technical – with little focus sales skills.” “…SME Central has been created to address this need,” said Mr Goss.
Interested advisers can contact their ING BDM for further details.
