Start Date: 3/26/2024 1:00 PM EDT
End Date: 3/26/2024 1:45 PM EDT
Selling Value: Virtual Workshops for HNW Industry Professionals
Workshop #4: Value-Driven Solutions and Managing Objections
This series is designed primarily for industry professionals who are new to insurance or high net worth. It also serves as an excellent refresher for seasoned professionals seeking reminders or looking to learn a new trick or two in today’s market. While each webinar serves as a foundational element for the next, they can be taken individually depending on your desired needs.
IV. Value-Driven Solutions and Managing Objections - 45 minutes.
If you design your solution discussion centered on cost first, your conversations tend to zero in on pricing rather than emphasizing the overall value. During this workshop we will:
- Gain effective strategies for organizing your approach, whether conducted via phone, in-person, or email.
- Develop skills in framing conversations around the solution's value rather than placing excessive emphasis on pricing.
- Discuss the more frequent objections you hear in today’s environment and gain additional insights on how to overcome them.
Our speaker is Diane Delaney. Diane has been in the insurance industry for 19 years and spent most of her career building and executing the industry leading High-Net-Worth Sales School, which was designed to educate brokers on how to be better advisors to clients. As Executive Director of PRMA, Diane brings her sales training acumen to the PRMA membership in this new series.