Building Client Consensus And Controlling The Sale

The Cumbria Institute of Insurance and Financial Planning invites you to join our Webinar on the topic of Building Client Consensus And Controlling The Sale hosted by Nick Thomas from 1pm - 2pm. We would love for you to join us as we continually strive to offer learning and growth opportunities for our members.

Objectives: 

• Understand the research [by CEB] on the behavioural characteristics of top performers and why they are key in a modern B2B environment

• Understand how we can adopt these behaviours to supercharge our own retention, sales, and cross sales performance 

• Appreciate how these align with and address modern buyer influences and preferences 

Content and Learning:

• Quick refresh on content covered in ‘Leading with insight’

• Tailoring for resonance – tailoring the teaching message to different types of prospect/client, and to different individuals within a client organisation 

• Deep client understanding

• Customisation of insights to align with unique client position

• Adaptive communication styles – engaging with different stakeholders to resonate across roles and responsibilities 

• Creating emotional connection – enhancing message impact and making it 
memorable 

• Balancing challenge and reassurance 

• Controlling the sale 

• Establishing credibility and authority 

• Setting the agenda – to align with your sales strategy 

• Driving the conversation with insights  

• Managing objections effectively

• Closing with Confidence