Cross sales and growing existing accounts

Event Overview

Cross selling to an existing client should be significantly easier and more cost effective than developing ‘new-new’ business, but few succeed in generating consistently successful cross sales opportunities and conversions. This session builds the vital awareness of factors that prevent cross selling at organisational, team and individual levels, before unlocking the secrets to cross sales success.

 Learning Outcomes

At the end of this session, you will:

• Understand the importance of cross sales
• Understand what prevents cross sales and how to remove these obstacles
• Understand the key factors essential for cross selling and how to achieve them 

Speaker Bio

 Nick Thomas – principal, sales and communication skills, performance trainer and coach

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.