Art of Selling Bancassurance like A

Front Runner!

Training Program Proposal

for Jubilee Life.
Program Overview
With the changing trends in the current banking environment, a Banker’s role is becoming more and more
challenging with time. One of the biggest challenges that a bank faces encounters is acquiring
Bancassurance Sales. The Art of Selling Bancassurance like A Front Runner Program is designed to
motivate and incentivize sales personnel who have been performing well and should continue to do the
same. Following are some of the challenges that the team faces:

▪ Excel & Achieve Success in Bancassurance Sales

▪ Competitors are getting Smarter & Tougher and are offering Innovative and Competitive
Bancassurance Products
▪ Customer Awareness about Bancassurance Products
▪ Retention through Bancassurance Products
▪ Sales & Service Management
▪ Team and Self Development

Objectives
▪ Teams to work effectively across Bancassurance KPI’s to effectively manage the sales cycle.
▪ Branch sales & service teams to work together as a unit to achieve Bancassurance business targets
and excel as a successful team.
▪ Trainees will work individually and then in teams during the workshop to exercise and explore ways
and activities that enable them to achieve extraordinary results.
▪ The participants will also learn and have clarity on some new exciting ways, tools and techniques of
selling Bancassurance products.

Program Outcome
Teams will develop awareness, skills and ability to exhibit and achieve the following:

▪ IMPROVE BANCASSURANCE BRANCH SALES

▪ EFFECTIVE LEADERSHIP TO DRIVE BANCASSURANCE BUSINESS
▪ SALES MANAGEMENT PROCESS FOR BANCASSURANCE
▪ SERVICE QUALITY MANAGEMENT SERVING BANCASSURANCE CUSTOMERS

©Copyright Abbas Ali Iqbal

www.sbcg.co
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Methodology
The Art of Selling Bancassurance like A Front Runner Program is a combination of presentations, classroom
work, exercises, case studies and hands-on tools & templates. Participants will be actively involved in
various roles performed in a in different Bancassurance Business functions. These roles cover a wide
spectrum from strategic direction, planning and target setting to actual delivering of sales results and
team management from the Bancassurance Business’s perspective.

Key Take Aways

Trainees will be provided with tools & templates and other processes that they can utilize in their day to
day work routine.

Program Attributes
The workshop will cover the following:

Part 1
1. Overview of Bancassurance Business

Part 2
2. Behavior Change a. Understanding Behavior Change
• Why and How do we need to change ourselves to achieve
higher results
• Why do we need to address Customer’s Protection Needs
and how does it benefit You and the branch
• How does Bancassurance Solutions help in ensuring a long
term relationship with the Customer.
• How to position Bancassurance that ensures profitable
customer retention and stickiness.
Part 3
3. Selling Bancassurance Solutions a. Running the Bancassurance Sales Factory
• Business Planning/Prospecting
• Performance Tracking & Activities Tracking
• Understanding Customer Needs for Bancassurance
Products (Profiling) for top 5 Bancassurance Products
• Bancassurance Product Features & Benefits (develop Sales
Scripts for presenting Bancassurance Product Benefits to
the Customer to avoid mis-selling)
• Cross Sell and Referral Model Implementation

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Target Audience
A maximum of 30 participants per session including Bancassurance Domain Managers, Area Managers,
Branch Managers, Relationship Managers.

Program Duration & Cost

01 day – PKR 125,000/- per day (WHT will be applicable all other taxes will be paid by the client).

Why this Program?

▪ Increase Motivation amongst Relationship Managers, Branch Managers, Branch Teams, and Domain
Manager of Bancassurance to sell consistently for sustainable results.
▪ Develop Managerial Skills and ability to Manage Bancassurance Sales effectively
▪ Improve Bancassurance Sales Productivity
▪ Understand and Implement the Sales Management Process that will increase Bancassurance Sales
and help Cross Sell
▪ Understand and Implement the Bancassurance Portfolio Service Process that will improve
Bancassurance Customer Experience

Trainer Profile:
Abbas Iqbal
Abbas is a talented management consultant with vast knowledge and
experience of domestic and international markets. He has worked with
a number of leading banks and multinational companies in senior
positions including as a management trainer. He is presently CEO at
Strategic Business Consulting Group & Workstreamautomation.

Previously he has worked with Barclays Bank UAE as Head of Sales for deposits & bancassurance. He
has also worked for Standard Chartered Bank as Head of Service Quality. Earlier he has been Head of
Marketing and Sales at Lakson Group of Companies. His specialized areas of expertise are sales and
service management, customer experience, management consultancy in emerging markets, product
and financial management. Abbas has successfully executed various consulting projects and training
assignments with different organizations in Pakistan and across South East Asia, Middle East and
North Africa.

Abbas has trained over 50,000 people in 9 different countries across the MENA region.

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©Copyright Abbas Ali Iqbal

www.sbcg.co
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