Essential Sales, Client & Soft Skills for the Hard Market

Thursday, 08 July 2021
1:00 pm – 2:00 pm
    • Nick Thomas , Specialist Advisor , Nick Thomas & Associates

Essential Sales, Client & Soft Skills for the Hard Market

The second in our series of hard market sessions has been rebadged to better represent the session content. This session overviews the best practice mythologies and skills that are particularly important in hard market conditions and that create the client and market relationships to enable the effective delivery of the trading strategies detailed in session one. The skills and methodologies are equally as valid to brokers and insurers, or anyone who interacts with clients or prospects.

Learning Objectives:

  • To develop a range of soft and business skills to enable brokers to maximise their delivery of the trading strategies
  • Tailoring these skills to address typical hard market challenges
  • Building personal effectiveness on a hard market

Content & Learning:

  • The key prerequisites to delivering effective hard market trading strategies - and client intimacy, moving the conversation away from price, client trust, market knowledge and relationships
  • How to achieve these through consultative selling approach - solution provider and trusted adviser status
  • Overview all stages of the consultative selling approach
  • Key soft skills within the consultative selling framework - included effective questioning and active listening, converting features to benefits

CII Accredited

This demonstrates the quality of an event and that it meets CII member CPD scheme requirements.

1 hour's CPD can be claimed for this event if relevant to your learning and development needs.

It is recommended that you keep any evidence of the CPD activity you have completed and upload copies to the recording tool as the CII may ask to see this if your record is selected for review. Details of the scheme can be viewed online at