Closing the deal-objection handling and closing
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.
Thu 17 Oct 12:00 pm – 1:00 pm
Nick Thomas, Nick Thomas & Associates
Staff Appraisals In the Insurance Industry
It is becoming increasingly difficult for Insurers, brokers, loss adjusters and IFA’s to recruit and retain quality staff. The reality is that at the moment the demand for qualified experienced quality staff in insurance far exceeds the availability of these staff in the marketplace, and so undertaking a great staff appraisal process is vital in ensuring you retain and motivate your staff.
Thu 24 Oct 12:00 pm – 1:00 pm
Alan Chandler, Alan Chandler Training
CPD WEBINAR: Farm Insurance Essentials
The farming and agriculture industry has quite a unique requirement when it comes to insurance. There is material damage, livestock, farming equipment, various degrees of liability, environmental facts, the list goes on!
The purpose of this course is to get an understanding of the risks associated with this industry, and how insurance policies provide the cover.
Wed 30 Oct 12:00 pm – 1:00 pm
Matt Owen-James, Zing365
President's Message
Understanding and addressing client buying influences
How often do we lose an existing account, or fail to win a sales pitch despite having what we think is clearly the best proposition? The most common reason that this happens is that we fail to identify, understand, and address the decision making dynamic and wider buying influences at our prospect or client.
This session demonstrates a step-by-step methodology to make sure you cover all the bases and are not left scratching your head after another unexplained failure.
Mon 04 Nov 12:00 pm – 1:00 pm
Nick Thomas, Nick Thomas & Associates
CPD WEBINAR: Why Underinsurance in Home Contents is so prevalent
Underinsurance is a major issue in the industry – many reports suggest that around 2/3 of homes are underinsured. Unfortunately, the same is often true for the contents in those homes. Why is this, and what can insurers and brokers do about it?
Thu 07 Nov 12:00 pm – 1:00 pm
Rachel Doerr, Doerr Dallas Valuations
The Power of Listening
‘Nature hath given [us] one tongue but two ears, that we may hear from others twice as much as we speak.’ Epictetus [Ancient Greek philosopher]. Many of us merely ‘hear’ and fail to really ‘listen’. Effective listening can have a profound effect on all our interpersonal relationships at work and home. In this session Nick Thomas brings together his expertise from the worlds of sales and coaching to help improve awareness of the importance of effective listening, and some key skills and tools to improve performance in multiple different environments.
Wed 13 Nov 12:00 pm – 1:00 pm
Nick Thomas, Nick Thomas & Associates
Previous event
IIC&G Virtual Annual General Meeting
We need you! (To get down to our AGM, that is...)
Your council invites you to attend the 2021 Annual General Meeting of The Insurance Institute of Cheltenham and Gloucester,to hear first-hand reports from council members on previous and future activities and vote on the appointment of new council members.
If you feel you could make a positive contribution, it is an ideal first step to becoming involved
Wed 28 Apr 6:00 pm – 7:00 pm
Previous event
SOCIAL - MALVERN AUTUMN SHOW 2022
Our social programme returns following the enforced hiatus with an exclusive deal for our members
Sat 24 Sep 8:30 am – 5:00 pm
Three Counties Showground
Stay informed about local CPD
Update your CII preferences to receive local institute emails: 020 8989 8464 customer.serv@cii.co.uk
Login now