Webinar Event - Cross Sales and Growing Existing Accounts

The Insurance Institute of Cardiff invite you to a webinar on Cross Selling and Growing Existing Accounts

Event Details:

Thursday 4^th November 2021 10:30 - 11:30

The webinar will be run via Zoom, a global web-conferencing solution. Zoom is easy to use, a link and joining instructions will be sent to you prior to the webinar.

About the session:

Cross selling to an existing client should be significantly easier and more cost effective than developing 'new-new' business, but few succeed in generating consistently successful cross sales opportunities and conversions. This session builds the vital awareness of factors that prevent cross selling at organisational, team and individual levels, before unlocking the secrets to cross sales success.

The webinar will be run by Nick Thomas of Nick Thomas & Associates

Content and Learning:

• The benefits of cross selling
• What differentiates the top performers?
• Understanding and increasing your value to the client
• The organisational obstacles to cross sales
• Account level obstacles to cross sales and how to overcome them
• The importance of account relationship strength and how to achieve it
• The importance of the account team and how to use it
• Combining account management and sales skills for success

About the speaker:

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.

Learning Objectives

• Understand the importance of cross sales
• Understand what prevents cross sales and how to remove these obstacles
• Understand the key factors essential for cross selling and how to achieve them

Further information.

A link will be sent via your email address supplied at the time of booking. PLEASE DO NOT share this with anyone else.

Please note that this webinar will be hosted on the Zoom platform which may be restricted by some employers. Members may need to utilise their own personal devices in these circumstances to access the platform.