Sales Toolkit

Mastering sales conversations toolkit: webinar programme

What is this?

This is a four part programme covering the main elements of a sales conversation – delivered digitally.

Who should attend? 

Account Executives and Handlers who have new business targets and want to improve their conversion rates.  They conduct their sales meetings face to face and over the phone and may not have had much formal sales training.

What will participants be able to do after the whole series?

  • Develop relationships with prospects and clients to develop subsequent leads
  • Use techniques to differentiate themselves
  • Apply strategies to move the conversation away from price
  • Negotiate effectively to write profitable business
  • Handle objections and challenging conversations

How many can attend the course? 

Up to 20 who will commit to all 4 x 1-hour sessions.

Session 1 – Generating Leads & Networking skills

By the end of this session, participants will be able to:

  • Explain what to do before, during and after a typical networking event to develop relationships and subsequent leads
  • Get started in a busy room when you don’t know anyone
  • Hold the 5 step networking conversation so that you can make a good first and last impression and
  • Recognise how and when to ask for referrals so that you increase your warm leads

Session 2 – Positioning and persuading without being pushy

By the end of this session, participants will be able to:

  • Demonstrate value by answering 3 key questions – which helps to move the conversation away from price
  • Recognise the 4 different personality styles so that you can adapt your approach and increase your persuasiveness
  • Build stronger relationships with underwriters

Session 3 – Negotiate and write profitable business

By the end of this session, participants will be able to:

  • Prepare for negotiation so you increase chances of success
  • Use strategies for effective trading and making offers
  • Handle pushback so that you don’t concede too quickly

Session 4 – Turn objections into opportunities

By the end of this session, participants will be able to:

  • Use techniques to handle objections to help control the conversation
  • Develop strategies to prevent the most common objections occurring
  • Use phrases to avoid inflaming the situation and get the business across the line

Who has completed this?

  • The CII’s Broker Society
  • Coversure
  • Broker Network

The sales toolkit was thought provoking, practical and useful and I’ve seen an increase in my sales figures as a result. Highly recommend *****”  Broker Network Member

The toolkits have been run twice for the Broker Network during 2018/19 as well as for two cohorts of Coversure.

The webinars were great to follow, I feel Melissa listened to our spec and put together a list of toolkit, guides and top tips she delivered to our Coversure members. The webinar content was suitable for the audience of those account handlers and telephone-based staff who come into contact with external customers and insurers/ underwriters.’ Anisha Shamji, Head of Broker Propositions, NIG

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