The Power of Questions

Thursday, 25 July 2024
10:00 am – 11:00 am (UK time)
    • Nick Thomas, Nick Thomas & Associates

Webinar Overview

‘The wise man doesn't give the right answers, he poses the right questions.’ Claude Levi-Strauss. Asking the right questions of ourselves, as much as of others, is one of the keys to success in our
business and personal lives.

This virtual training programme helps us to understand why questions are so important and how powerful they can be in leading us to the outcomes we want to achieve. This type of learning is applicable at all levels across the insurance industry, whether in sales, negotiation, claims, underwriting, broking or simply working collaboratively in teams or meetings

Learning Objectives

  • Understanding the need for questions
  • Understanding the power of the questions we ask ourselves and the questions we ask others
  • To learn skilful questioning techniques to achieve the outcomes we want in business and personal lives

Content and Learning

  • The limitations of language and using questions to recover lost information – ‘transderivational search’
  • Directing Focus in ourselves and others
  • Building awareness, accountability, and responsibility – psychological ownership and action
  • Questions vs statements, giving vs seeking
  • Building empathy and rapport
  • Skilful questioning techniques in Sales and Client work – exploring SPIN sales questions

Speaker Bio

Nick offers a unique combination of skills in the UK insurance training sector – an industry sales specialist and a 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. Nick is also a qualified Holistic Lifestyle Coach and Advanced Exercise Coach.


In the last two years Nick has worked in a self-employed capacity in training, coaching, and consulting. He works with a specialist adviser in Insurance sector M&A (Mergers & Acquisitions), and through Nick Thomas & Associates.

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 www.cii.co.uk/cpd.