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Workshop #3: Value-Driven Solutions & Managing Objections
45 Minutes
This session is part of the Selling Value Fall 2026 Series, delivered in a focused three-session format designed to highlight the most essential concepts of the program.
While each session can stand alone, participants are encouraged to attend the full series to build a complete Selling Value framework and maximize application in client conversations.
This session comes with an exclusive opportunity to participate in an AI-powered role-play platform.
See how it works
Client objections are often opportunities to reinforce value rather than obstacles to overcome. This session focuses on practical techniques for acknowledging concerns, strengthening trust, and confidently guiding conversations back to what matters most to the client.
During this session, participants will:
- Recognize the underlying concerns behind common client objections
- Learn a practical framework for acknowledging concerns and redirecting conversations toward value
- Practice reinforcing client priorities while responding to objections
- Build confidence navigating challenging conversations without defaulting to price
Exclusive Pilot Opportunity
An AI-Powered Role-Play Platform, Designed with You in Mind.
100 Spots Available
For the first time, PRMA is pairing live sales training with a way to practice it. As part of an exclusive pilot, the first 100 members who register and opt in will receive access to Brevity, an AI-powered sales role-play platform built to test alongside this series.
Brevity lets you rehearse client conversations in a secure, low-pressure environment. Test different approaches, refine your responses, build confidence, and receive real-time feedback, all before having those conversations with actual clients.
This is a pilot: a limited, first-come, first-served test available only through PRMA. Access is capped at 100 members while we learn what works best for the membership.
About Our Speaker
Diane Delaney brings nearly two decades of experience in the insurance industry, with a focus on developing high-performing advisors.
She spent much of her career building and executing a leading High-Net-Worth Sales School, designed to help brokers strengthen their advisory approach. As Executive Director of PRMA, Diane brings that expertise to this Selling Value series, focused on practical application in today's market.
