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Effective insurance selling

Duration: 1 day

Overview:

Selling insurance is not easy, more so if it is microinsurance. Convincing low-income clients of the value of insurance is difficult. The challenge is compounded when sellers have no previous insurance experience or have other responsibilities in addition to selling insurance. Adequate training, incentives, and monitoring of the sales force are indispensable for selling microinsurance effectively, and ultimately extending insurance care to millions of vulnerable households. A properly trained and motivated sales force is needed to reach scale, and cost-efficient sales methods can enable microinsurance programs to be viable. The training is structured with the aim of allowing participants to learn about risk, insurance, selling strategies and responsible selling over the duration of one day. Each session builds on the next to equip participants to learn skills to sell insurance effectively. It isn’t designed to sell a particular product but to equip the agent with the resources to sell insurance. At the end of the training, participants will be able to effectively pitch a product to their customers. 

Training Objectives:

By the end of this course, participants will:

  • Learn about risks, the concept of insurance and the different types of insurance available in the market.
  • Better understand the low-income segment and its demand.
  • Learn good practices to sell insurance better and responsibly.
  • Practice selling an insurance product.

Who could benefit from the training:

This training is targeted to the staff of cooperatives, MFIs sales executives and insurance agents that need to sell inclusive insurance.

Methodology:

The training aims to build the skills of participants to apply the content in their day-to-day work.  Built on adult learning methodologies, the interactive sessions will utilise group work and exercises combined with lectures.