Events

There are many factors that can contribute to successful sales outcomes. We often think that top salespeople are successful because of their confidence and ease when in meetings or presentations, their ability to communicate, articulate, influence, and persuade. However, research shows that good planning and processes are key to successful sales outcomes. This session shows you how.

There are situations in business where we need to demonstrate your credibility or personal impact. This gives clients, prospects, stakeholders, colleagues and senior staff more confidence in your abilities. In this virtual workshop Susan shares key characteristics of credibility and how to use it in an authentic way in business conversations. You will also build your awareness of how your presence and confidence plays a role in credibility, even when you are not speaking.

During this session, we will explore the Professional Indemnity marketplace, and the different policies that are available. This will include some of the key legal remedies, underwriting factors and what should be considered in a wording for this class of business.

For decades B2B organisations in solution selling have focused their sales approach on understanding client needs and building strong relationships. But research in recent years has clearly established that this is no longer enough, and that the very best salespeople go beyond traditional consultative and solution selling to ‘challenge’ their clients in multiple ways. This session moves on to explore the second and third components of the challenger sales methodology, tailoring for resonance and controlling the sale.

In this session we will be looking into the subject of a client’s financial report, how to understand it and its importance to helping you become a trusted advisor to your client. We will break down a typical financial report and analyse what it can tell us about the business, especially any insurance requirements. This course is suitable to anyone who is dealing with limited companies and is interested in developing their business relationship with their client

One of the most important judgements in recent times relating to BI insurance was made in the Infinity Reliance case, and brokers who fail to change their proceedings risk large Pi claims against them going forward. This webinar looks to understand how brokers are exposed following this judgement and how to take practical steps to ensure the right procedures to mitigate these exposures. This webinar is a must for all broking staff and has significant relevance for underwriters and claims staff also.