Professional Sales Skills Workshop
11 March 2025, 09:30-16:00 (UK)
Online Training Workshop
This one-day online workshop, will help you to develop and refine sales-focussed skills and processes to enable you to identify their needs and seek solutions to help them achieve their financial goals.
Members: £249
Non-members: £299
What will I get by attending the workshop?
- Master prospecting
- Instantly build credibility and likeability and make a positive impact with your first impression
- Learn the 3 secrets to trust so you can move the customer towards understanding and taking action to achieve their goals
- Adapt your approach to suit your customer’s style, needs and motivation
- Revitalise your questioning and learn how to elicit soft facts in a conversational manner to reveal the need for insurance protection.
- Learn how to build a desire for your products based on helping the client understand how it addresses their needs and goals
- Tailor your offering and stand out amongst the crowd
- Discover techniques to build rapport and guide your customer to taking action towards their objectives
Who should attend?
This Workshop is suitable for someone new to sales, or financial services advisory business - mortgage and protection advisers and IFAs.
Overview
This one-day online interactive Training Workshop, will be broken down into the below sessions:
Session One
Sales Cycle and Customer prospecting
- The sales cycle of the 21st century, helping your customer to buy rather than being sold to
- Prospecting techniques, sales pipeline management, securing appointments by phone
- The referral engine
Session Two
Selling Foundations
- Sales foundations – the personal inner game and the value proposition you promote with customers.
- Maximising the first 90 seconds to build a positive first impression
- The 3 elements of trust – when and how to ensure you nail these 3 elements very early on in the process
Session Three
Factfinding Success
- Factfinding success.
- The Lifeline soft needs tool – a powerful, yet simple tool to aid a discussion about the client’s life, past, present and future, to explore their goals and ambitions for themselves.
- How to ensure you listening with perfection
- Earmarking and revealing gaps, helping them to make a buying decision
Session Four
Presenting, Closing and Objection Handling
- Presenting a tailored solution to suit the customer’s needs
- Reading customer buying signals / requirements
- Pre-empting objections and handling customer reservations
Method of delivery
The Training workshops will be delivered online, over a full-day, via Zoom, on the 11 March 2025, 09:30-16:00 (UK).
Delegates must ensure they can access the online workshop through Zoom.
Trainer
Paul Archer
Paul Archer is a renowned financial services sales expert, nine times published author, Paul will share with you the latest sales techniques that are very relevant for the modern consumer. He'll show you how to plan for them using the lifeline financial planning tool and to coach rather than sell.
Paul Archer, 40 years in financial services as salesperson, sales manager, training manager and independent sales consultant to hundreds of insurance firms in the UK, USA, Middle East and Far East.
Certificate
At the end of this workshop, you will receive a certificate of attendance from the Chartered Insurance Institute.
Introductory Price
- Members: £249
- Non-members: £299
How to book
To register for this workshop, please complete the below form:
For enquiries about this workshop, please email to: business.enquiries@cii.co.uk
Please note: courses are sold on a first come first serve basis, and therefore availability may change, depending on the number of bookings received. Once a course becomes full, the above date will no longer be available, and new dates will be published.
We reserve the right to postpone the above course dates, subject to a minimum number of course bookings received. Your booking will only be confirmed, once payment has been processed and you receive a booking confirmation email from the training team.
Can't attend on this date? Register your interest in other training courses and future dates.
Please ensure you refer to our terms and conditions before booking on to any of our training courses. By booking on to this course, you are agreeing to our terms and conditions and for your information to be shared with our training provider.