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Protect and Provide: Customer-Centric (and Compliant) Insurance Sales Kindle Edition
You are villains.
This is for the heroes in the insurance industry. Those truly committed to protecting their customers. Those investing in their relationships and taking responsibility for ensuring customers and loved ones will be provided for. Those more committed to educating and understanding than they are to selling and commission. Those that chase financial success through the good they do for others.
This is the customer centric way. It’s not the easy or the quick way. But for those committed to the Protect and Provide Pledge, it is the best way.
And 20 years of consulting in over 25 countries has proven its the most profitable way.
Protect and Provide will challenge every aspect of the way you sell insurance. You'll learn everything you need to know (and ask), to transform selling insurance products into helping people buy the right cover. You'll throw away the "pitch" and commit to insurance conversations that motivate the right decisions. You'll learn how to ethically influence people without advice and without the need for hard closes and objection handling.
This is your guide to personal and financial success in the insurance industry.
Insurance hero or villain?
About Dean Mannix
Dean Mannix is the CEO and a co-founder of SalesITV.
He has delivered sales performance projects in over 25 countries and is recognised as one of Australia’s leading sales performance authorities. Over the past two decades, Dean has worked globally with a diverse range of clients including Goldman Sachs, Westpac, Oracle, Canon, News Corp, Commbank, Macquarie Bank, Nomura Securities, Fairfax, Deutsche Bank, BT Financial Group, NAB, Suncorp, Bank of Queensland and the Boston Consulting Group.
He is the Co-Founder of SalesITV, a world leader in cloud-based and mobile accessed sales training and coaching. SalesITV deploys the world’s largest library of video sales and service training, authored and presented by Dean over the past decade.
Dean draws on personal experience developed across a diverse range of industries, with 30 years of legal, finance, sales, management and consulting experience. He completed his General Registered Representative qualifications with the London Stock Exchange whilst working with Morgan Stanley in London. Dean then went on to finish his Law Degree and was admitted as a Solicitor practicing in litigation and negotiating complex disputes for some of Australia’s largest construction companies. His next role, as CEO, was leading a property development and childcare management company to build and manage a team of 140 employees. This business was successfully developed and sold. He then developed and led a highly successful sales team in the technology space and simultaneously grew his consulting business before focusing solely on sales performance.
Dean holds a Law Degree from QUT, an Executive MBA from the AGSM and he is also a qualified Yoga teacher.
- ASIN : B072PTQKP3
- Language : English
- File size : 5599 KB
- Simultaneous device usage : Unlimited
- Text-to-Speech : Enabled
- Enhanced typesetting : Enabled
- X-Ray : Not Enabled
- Word Wise : Enabled
- Print length : 338 pages
- Customer Reviews:
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This consumer-centric narrative of the sales process for insurance sales folks is actually much deeper than a "how to" of getting more sales with integrity. Dean Mannix proves to be a genuine thought leader in the field of business building - not just insurance, as the principles in this book apply to any industry.
Dean Mannix has also extensively studied experts (and synthesized their teachings) in the fields of persuasion psychology, personal development, and leadership such as Robert Cialdini, Simon Sinek, Stephen Covey, and more.
Another area covered in this book, that is really the basis for all relationships, is Listening. Dean's ability to succinctly illustrate the key points in listening is spot on.
This book will help any business person or entrepreneur that wants to build their business on the foundation of trust, rapport, consideration, honesty, integrity, and solid business principals.