Online Event - Handling price-based objections

The Insurance Institute of Cardiff invite you to a webinar on Handling price-based objections

Event Details:

Thursday 10^th October 2024 – 12:00 – 13:00

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:

So often it seems that winning or losing a new deal comes down to our price whether it is fee, premium or commission. This comprehensive session will help delegates minimise the chance of price based objections coming up, recognise types of price objections and what might lie behind them, before providing strategies and tactics to deal with specific objections.

Content & Learning:

• Understanding key concepts to the conversation – forecasting, sales pipeline vs sales funnel, sales process and pipeline management
• The importance of accurate forecasting to the individual ‘sales’ person, the sales leader and the organisation
• Pipeline management- what’s in it for the individual ‘sales’ person
• The key challenges to accurate forecasting and effective pipeline management?
• The dangers and causes of poor and inaccurate pipelines
• How to run effective pipeline review meetings – working with the seller/BDM/Account Exec
• Key tips for effective pipeline management
• Separating pipeline management and sales forecasting

Learning Objectives:

• Understand the vital importance of accurate forecasting and robust pipeline management
• Understand the challenges to achieving these outcomes
• Be able to apply some effective strategies and structures to improve forecasting and pipeline management

About the speaker:

Nick offers a unique combination of skills in the UK insurance training sector – an industry sales specialist and a widely qualified professional coach and trainer. 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. He is also a qualified Holistic Lifestyle Coach and Advanced Exercise Coach. Nick has worked in a self-employed capacity in training, coaching, and consulting since 2017, including as a specialist adviser in Insurance sector M&A (Mergers & Acquisitions) sector. He set up Nick Thomas & Associates in 2020 in response to demand from his industry network for training solutions designed and delivered by people with a background of working in the industry.

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.