Events

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.

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.

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.

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.

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?

‘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.