Webinar - Understanding and Addressing buying influences

This session will cover the following areas:

• Types of buyers and their roles in the decision-making process
• Response modes – and what they mean to the seller or adviser
• The concept of ‘win-results’ – at personal and organisational level
• ‘Redflags’ – what are they? How do we uncover and address them?
• A Formal [and ongoing] ‘Qualification’ approach – and its heightened importance without access to face-to-face interactions.
• Key qualification categories - and how they may have changed in current climate
• A suggested prospect qualification ‘scorecard’

Objectives - By the end of this session, you will be able to:

• Understanding the different buying influences and the decision-making structure at your client or prospect
• Understand the importance of a structured approach to identify and address these influences to maximise your chances of success in account acquisition and retention
• Understand different types of buyer and their position in the buying process
• Understand buyer types’ differing needs and drivers
• The dynamic nature of the decision-making structure and the key importance of an ongoing and formalised qualification process

Nick Thomas Bio:

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.

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