WEBINAR - Handling price based objections

Summary:

So often it seems that winning or losing a new deal comes down to our price whether it is fee, premium or commission. This comprehensive session will help delegates minimise the chance of price based objections coming up, recognise types of price objections and what might lie behind them, before providing strategies and tactics to deal with specific objections.

Objectives:

• Understand how to prevent or minimise the likelihood of price objections

• Understand how to spot different types of price objections and prepare accordingly

• Understand strategies and tactics to deal with price objections

Content:

• Objection prevention: focus on your ICP, consultative approach, value and insight, pre-sell

• 4 stage model for objection handling

• Buyer negotiation strategies and types of price based objection

• Preparing for price conversations

• Our negotiation strategies

• Common price objections and responses

Speaker Biography

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.

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