We help our partners achieve their dreams by protecting what they value and sharing solutions that work for their future. Our inspiration comes from the joy in enjoying a successful coaching partnership and achieving mutual happiness. We are a “by agents, for agents” sales and coaching organization who understand the importance of teaching sales from a theology of promise rather than the old perspectives of price, product and personality mechanics.
Dr. Mark Bartlett is the Founder and President of Summa Central. Mark has a tremendous passion for teaching, and as only the best teachers can attest, has also had his own successes in sales. After only one year as a commercial insurance sales agent in Michigan, Mark was appointed Vice-President and Sales Manager of a large insurance agency and within the second year, named President of the Life and Health division of the company. Eventually, Mark worked his way toward owning several successful agencies of his own. As a member of “Who’s Who,” Mark has served as an Executive Coach, Life Coach, Sales Coach and Sales Manager of one of Michigan’s most successful agencies.
Over the last twelve years, Mark has served as an Executive Coach and worked closely with insurance agents to help them accomplish their dreams related to policy production and personal growth. His teaching on the promise of sales has connected with with Agents and Producers alike, and driven Summa Central to partnership status with many agencies. Summa is a reflection of Mark’s passion toward people and commitment to principle. He has built a platform of instruction, inspiration and education that is reaching agents on a new level. His approach is different by design, limited in scope, and practical on purpose.
It has become Mark’s dream to finish his career helping salespeople to better connect and accomplish more than dreamed possible on a personal and professional level.
We make no apology for limiting the scope of our education to insurance sales. It is our belief that selling insurance is one of the few industries that defy traditional sales training. Traditional product-based training does not connect with prospects expecting promise-based services. Providing insurance is a promise-based proposition, and therefore, cannot be approached with the same system of selling as those who promote selling on price, product or personality.
” Summa Sales is an insurance-specific sales training organization with best in practice teaching, coaching and mentoring. Thank you Summa Central.”
~ Steve W. Cook
Financial Manager at Comerica Bank & Trust
” The teaching videos are first class, and my agency realized triple than average close rates within the first few months of program implementation… Summa really helped us.”
~ Roy Neal
President of Insurance House Agency, Detroit, MI
” Funny, challenging, inspirational and practical… these are words I use to describe the Summa sales training platform. This is an excellent program.”
~ Joel Brown
Sales Manager, Carbonite Security Systems
Our Position on the Promise
Promiselling is a new word and a new way of teaching sales. At Summa, we have a strong belief that insurance is first a promise. A promise can be made, kept or broken, but a promise can never be sold. Our clients come from industries who are “promise-based” and we are attempting to transform from product-selling to providing on the promises we make to prospects. Yes, many of the selling principles still apply, but only to the point of following a process that doesn’t compromise our core belief in the sales promise. Therefore, agencies who sell on price, product, and personality are imprisoned to the jail cell of “average” in close rates and happy customers. Agencies who speak first to the promise, become super-achievers and experience exploding close rates that far surpass the average. We have the number to prove it and are looking for more followers.
Are you sick of sales?
At Summa Central, we have created the anti-thesis of a sales school. We have built a platform of real-life alternatives that build better rapport, confidence, and trust with prospects.
Rather than choosing to build better salespeople, we have chosen to help build better people. So, if you’re sick of tie-downs, minor-point agreements, and being told how and when to “draw the net,” then Summa is for you. Summa Central is medicine for the sales-sick soul!
There must be a better way…
There is a better way. It is a performance-based and relationship-driven model for building your bottom line.
We don’t use people to build our bottom line. We use good relationships to build better people.
We may not always, “win the sale,” but we always win. Treating people like friends instead of prospects will turn them into customers for life. Yes, this is a better way…
What is reverse engineering the paycheck about?
Learning to use the upside-down pyramid to balance daily responsibility and monthly pressure will transform the way a seller handles the weight of production. We call it “reverse engineering” the paycheck.
This will systematically transform the mind of the Producer. By eliminating “stinking-thinking” from a Producers’ vocabulary and thought processes, we essentially eliminate wrong ideas which lead to wrong practices.
Breaking down before building up is an often-practiced mantra of military and sales leaders alike. To untrain is more difficult that to retrain, but both are essential to become a rock-star Producer in this industry.
Need a Certificate?
After students complete training, (year one) they receive an accredited Certification of Completion. Although certification does not guarantee that a student has received a skill, it does guarantee indoctrination into a new philosophy of selling. Over time, these new skills are employed, and the knowledge obtained provides a huge boost to driving the changes needed related to ROI.
Who are we trying to help?
At the risk of redundancy, we make no apology for limiting our audience. Believing that people should do most what they do best, we deliver on our promise to get specific, targeted and timely results, and drive home significantly increased closing rates in your agency. We have worked with many classes of sales business, but that this time, we have chosen to limit our channel offerings to only insurance agents and their staff.
We believe that the features of Promiselling are best delivered in this arena and suited for salespeople who are trying to sound less like salespeople. We are not asking for your trust; just an open mind to think outside the box, try something new, or maybe just blow up the old model. Promiselling may be the future of your agency. It has made all the difference in ours.
We help here, there and everywhere. Our platform is transportable across the country through online participation as well as offered through live sessions.
And without reinforcement, all the powerful pointed and practical sales training goes out the window…
All of the research data in sales training, (and learning deployment in general), supports the need for robust reinforcement. Yet, “fewer than half, (44%) of the companies follow-up initial sales training with reinforcement. At the same time, the companies that do reinforce training see 20% more salespeople achieve their sales goals.” (Peter Ostrow, It’s a Marathon, Not a Sprint,” Best in Class, B2B Sales Training for an Ever-Changing Market.)
In our level two Summa coaching program, we offer extensive follow-up reinforcement that comes in the form of concept reinforcement, expectation reinforcement, motivation enhancement, complementary learning, action planning, and review, practice, and feedback, shadowing and role play, etc. With proper reinforcement in place, you will experience a lasting impact on people and results for years to come.