ROUTES: IVASS TRAINING - IVASS UPDATE - OAM TRAINING
Ivass Thematic Area: ADMINISTRATIVE AND MANAGEMENT
With the introduction of the IDD regulation and, following the general modification of the Code of Private Insurance and IVASS implementing regulations, the Customer is placed at the center of the consultancy activity.
The Consultant of the new era is no longer a seller but the main actor in the relationship with the Customer.
It is necessary to know the Client, his needs and requirements: to interview him, the Consultant has the Demands & Needs questionnaire available which, from a notebook, becomes the tool to profile the Client and propose the most appropriate solution.
The course guides the Consultant in managing the relationship even in its most operational aspects through the analysis of practical cases.
MODULE 1 - Recent legislation: an ally
• European legislation requires a change of perspective
• The Italian legislation
• Analysis of needs
• The New Age Consultant: from product vendor to relationship manager
MODULE 2 - Customer reception
• The three A's: Hospitality
• The three A's: Active Listening
• The three A's: The Alliance
• E 2 P: Prepare and Try!
MODULE 3 - Powerful questions
• The power of powerful questions
• One question leads to another ...
MODULE 4 - Needs
• Obvious needs and latent needs
• Need for savings
• Need for planning
• Need for generational transfer
• Concrete cases
MODULE 5 - Continuous monitoring
• Monitoring of needs
• The life cycle: I am your client
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The courses are optimized for a 1024 × 768 display on PCs and tablets of at least 7 inches.
Speakers or headphones (in case of multimedia products)
DATA TRACKING METHOD: SCORM 1.2
Final reports and certificate of use compliant with the provisions of the IVASS Regulation and OAM circulars.
Content edited by: LYVE