{"id":29770,"date":"2026-07-09T08:58:01","date_gmt":"2026-07-09T06:58:01","guid":{"rendered":"https:\/\/www.thebrokernews.ch\/personal-consultation-remains-the-key-to-sales-in-the-future\/"},"modified":"2026-07-09T09:51:04","modified_gmt":"2026-07-09T07:51:04","slug":"personal-consultation-remains-the-key-sale","status":"publish","type":"post","link":"https:\/\/www.thebrokernews.ch\/en\/personal-consultation-remains-the-key-sale\/","title":{"rendered":"Personal consultation remains the key to sales in the future"},"content":{"rendered":"<div class=\"ccfic\"><span class=\"ccfic-text\">The sample consists primarily of executives, as well as sales and technical experts with many years of industry experience.<\/span><\/div>\n\n<p class=\"wp-block-paragraph\"><strong>How will the Swiss insurance sales industry change over the next five to seven years? Synpulse surveyed 40 executives and industry experts on this topic. The results are clear: Sales will become more digital, more automated, and more heavily influenced by artificial intelligence, but personalized service will not lose its importance\u2014rather, its role will evolve.  <\/strong><\/p>\n\n<p class=\"wp-block-paragraph\">Across all customer segments, a clear picture emerges: Standard inquiries are consistently shifting to digital, self-service-enabled processes, while policy underwriting, advice on complex needs, and claims support remain in-person or at least actively guided. 92 percent of respondents expect purchasing and service processes to become simpler, faster, and more personalized in the future. At the same time, according to their assessment, only a few individual customers are actually willing to completely do without in-person support. The future, therefore, lies less in either digital or in-person sales, and more in seamless transitions between the two worlds.   <\/p>\n\n<h6 class=\"wp-block-heading\">AI Is Changing the Pace and Roles<\/h6>\n\n<p class=\"wp-block-paragraph\">When it comes to the use of artificial intelligence, participants are more cautious than public discourse might suggest. Only 44 percent expect customers to handle their insurance matters largely through personal AI assistants in the future. Support is much stronger for automation in internal sales and back-office operations, where 72 percent anticipate extensive AI-supported processing. This does not mean that customer service representatives will be replaced, but rather that they will increasingly be supported by AI co-pilots and will focus on more complex, consultation-intensive cases.   <\/p>\n\n<h6 class=\"wp-block-heading\">Brokers Are Gaining Influence in the SME Sector<\/h6>\n\n<p class=\"wp-block-paragraph\">A clear trend is emerging in the small and medium-sized enterprise (SME) sector. SMEs are becoming more price- and risk-sensitive and are increasingly seeking independent advice, while brokers must position themselves more professionally due to rising regulatory requirements and consolidation pressures. 91 percent of respondents anticipate further consolidation in the brokerage channel, and 78 percent expect significantly stricter FINMA regulation, including regarding kickbacks. Insurers are therefore challenged to professionalize their broker management and strategically expand their partnerships.   <\/p>\n\n<h6 class=\"wp-block-heading\">Personalized Consulting as a Competitive Advantage<\/h6>\n\n<p class=\"wp-block-paragraph\">\u201cInsurers need to systematically consider what role the in-house customer advisor will still play in five to seven years and how they can differentiate themselves from increasingly powerful AI tools,\u201d says Lukas Diener, Head of Insurance Switzerland at <a href=\"https:\/\/www.synpulse.com\/de\" target=\"_blank\" rel=\"noopener\">Synpulse<\/a>. The study thus provides insurers with a solid foundation for further developing their sales model and strategically integrating AI throughout the entire customer journey, without losing sight of the human factor. <\/p>\n","protected":false},"excerpt":{"rendered":"<p>How will the Swiss insurance sales industry change over the next five to seven years? Synpulse surveyed 40 executives and industry experts on this topic. The results are clear: Sales [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":29769,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"_price":"","_stock":"","_tribe_ticket_header":"","_tribe_default_ticket_provider":"","_tribe_ticket_capacity":"0","_ticket_start_date":"","_ticket_end_date":"","_tribe_ticket_show_description":"","_tribe_ticket_show_not_going":false,"_tribe_ticket_use_global_stock":"","_tribe_ticket_global_stock_level":"","_global_stock_mode":"","_global_stock_cap":"","_tribe_rsvp_for_event":"","_tribe_ticket_going_count":"","_tribe_ticket_not_going_count":"","_tribe_tickets_list":"[]","_tribe_ticket_has_attendee_info_fields":false,"footnotes":""},"categories":[5100,5134],"tags":[5915,13675,13674,13673,13076,6349,13672,5288,13676],"class_list":["post-29770","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-current","category-general","tag-change-en-2","tag-distinguishing-feature","tag-insurance-sales","tag-personal-counseling","tag-roles","tag-speed-en","tag-study","tag-switzerland-en","tag-synpulse"],"acf":[],"cc_featured_image_caption":{"caption_text":"The sample consists primarily of executives, as well as sales and technical experts with many years of industry experience.","source_text":"","source_url":""},"_links":{"self":[{"href":"https:\/\/www.thebrokernews.ch\/en\/wp-json\/wp\/v2\/posts\/29770","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.thebrokernews.ch\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.thebrokernews.ch\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.thebrokernews.ch\/en\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.thebrokernews.ch\/en\/wp-json\/wp\/v2\/comments?post=29770"}],"version-history":[{"count":1,"href":"https:\/\/www.thebrokernews.ch\/en\/wp-json\/wp\/v2\/posts\/29770\/revisions"}],"predecessor-version":[{"id":29772,"href":"https:\/\/www.thebrokernews.ch\/en\/wp-json\/wp\/v2\/posts\/29770\/revisions\/29772"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.thebrokernews.ch\/en\/wp-json\/wp\/v2\/media\/29769"}],"wp:attachment":[{"href":"https:\/\/www.thebrokernews.ch\/en\/wp-json\/wp\/v2\/media?parent=29770"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.thebrokernews.ch\/en\/wp-json\/wp\/v2\/categories?post=29770"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.thebrokernews.ch\/en\/wp-json\/wp\/v2\/tags?post=29770"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}