Webinar - Closing the Deal – Objection handling and closing

Overview

This session explores how the work you do earlier in the process can make it easier for yourself by minimising objections and creating an ‘easier close’.
We then explore how to handle objections when they do arise, and how to help secure the final close.

• How to minimise objections and achieve an easy ‘close’
• The 4 types of objections.
• Using questions to overcome objections - questions to ask about each objection.
• How to handle each type of objection.
• Asking for the business
• Using questions to close – types of closing questions
• The power of silence

Learning Objectives

At the end of the session, participants will be able to:

• To understand that a consultative approach can reduce objections through an exhaustive focus on client need and the use of the pre-sell.
• To understand how we prepare and deal with different kinds of objections.
• Understand when to look to ask for the business and alternative approaches to get the best result

Nick Thomas

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.