The Chief Executive Officer (CEO) of Vanguard Assurance, Dr Gideon Amenyedor, has challenged insurance sales personnel to develop the attitude to keep pace with the changing market dynamics in the insurance industry in order not to fall behind in meeting customer expectations.
He said as a result of advances in the sector, product pricing had become quite competitive, a situation that demanded that sales persons understood how consumers made purchasing decisions and what factors influenced their choices.
Dr Amenyedor was speaking at the opening ceremony of a one-week intensive training programme for about 40 sales personnel with Vanguard Life Assurance, a subsidiary company of Vanguard Assurance, in Accra.
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He said the decision to take the personnel through the training programme stemmed from the fact that there were a lot of people out there in the society who did not provide insurance cover for themselves not because they did not wish to did so, but because they did not know that there were products tailored for their needs.
“Because Vanguard Life enables clients to invest for their future, you are to go out there as consultants to convince people to buy Vanguard Life products and bring smiles to their faces,” he said.
Touching on how to achieve individual success, Dr Amenyedor advised them to be responsive, transparent and highly communicative as well as develop the habit of planning and setting goals for themselves.
“What you must not do is to misrepresent the products. Tell the truth about the products but not what the product is not capable of achieving,” he cautioned.
Among products offered by vanguard Life are various individual life policies, funeral, child and group welfare insurance and mortgage protection.
By Jojo Sam/Daily Graphic/Ghana