Online event - Closing the deal - Objection Handling

Thursday, 28 April 2022
10:00 am – 11:00 am (UK time)
    • Nick Thomas, Nick Thomas & Associates

The Insurance Institute of Cardiff invite you to a webinar on Closing the deal - Objection Handling

Event Details:

Thursday 28th April 2022 10:00 – 11:00

The webinar will be run via Zoom, a global web-conferencing solution. Zoom is easy to use, a link and joining instructions will be sent to you at the time of booking.

About the session:

In the same way that many salespeople experience ‘call reluctance’, many others fail to ask for the business, or to have appropriate strategies to deal with objections when they do. This session explores how the work you do earlier in the process can make it easier for yourself by minimising objections and creating an ‘easier close’. We then explore how to handle objections when they do arise, and how to help secure the final close

Content & Learning:

  • How to minimise objections and achieve an easy ‘close’
  • The 4 types of objections.
  • Using questions to overcome objections - questions to ask about each objection.
  • How to handle each type of objection.
  • Asking for the business
  • Using questions to close – types of closing questions
  • The power of silence

Learning Objectives:

  • To understand that a consultative approach can reduce objections through an exhaustive focus on client need and the use of the pre-sell.
  • To understand how we prepare and deal with different kinds of objections.
  • Understand when to look to ask for the business and alternative approaches to get the best result

About the speaker:

Nick is an Economics graduate with over 25 years corporate insurance broking experience

He was a highly successful sales producer in the UK broking market before progressing into regional and then national sales leadership roles. As National Development Director at HSBC, Nick was one of only 40 people from a global workforce of 265,000 selected as part of the STARS programme to recognise exceptional performance. He is a highly trained consultative sales specialist, and his experience includes a secondment with a major management consultant to design a best practice sales process.

In the mid-2000s, Nick developed a chronic health condition; his journey to recovery fostered a new range of interests, and a passion for health, and performance. He studied widely, qualifying as a Master Practitioner in Neuro-Linguistic Programming (NLP), obtaining a Diploma in Life Coaching, before going on to study Corporate/Business Coaching with The Coaching Academy. Nick is also a qualified Holistic Lifestyle Coach and Advanced Exercise Coach.

In the last two years Nick has worked in a self-employed capacity in training, coaching, and consulting. He works with a specialist adviser in Insurance sector M&A (Mergers & Acquisitions), and through Nick Thomas & Associates.

Further information:

A link will be sent via your email address supplied at the time of booking. PLEASE DO NOT share this with anyone else.

Please note that this webinar will be hosted on the Zoom platform which may be restricted by some employers. Members may need to utilise their own personal devices in these circumstances to access the platform.

CII Accredited

This demonstrates the quality of an event and that it meets CII member CPD scheme requirements.

1 hour's CPD can be claimed for this event if relevant to your learning and development needs.

It is recommended that you keep any evidence of the CPD activity you have completed and upload copies to the recording tool as the CII may ask to see this if your record is selected for review. Details of the scheme can be viewed online at