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Risk Management Approach to Selling

Risk Management Approach to Selling

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Quick Overview

While agents aren't necessarily risk managers, they play a role in their clients' overall risk management strategy.

Join us as Precious Norman-Walton helps us to learn an approach to selling that is consultative and geared toward bringing the client into the process, rather than simply selling them a product.


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Duration 1 hour
Location Online Webinar
Formats On-Demand
Instructor Precious Norman-WaltonPrecious Norman-Walton

Discover how to be seen as a trusted advisor by your clients through approaching the sales process from a Risk Management perspective. By engaging your prospects in a discovery conversation, learn to guide them towards articulating, identifying, and quantifying their own exposures and perils. This consultative approach facilitates an environment in which you gain a deeper rapport, demonstrate your expertise, and allow the client to feel recognized and understood. A mutually agreed-upon need increases your likelihood of securing a stronger commitment to purchase.

At the end of this session, participants will:

  • Understand how to move away from application completion to discovery conversations that reveal coverage needs.
  • Build greater rapport with prospects by allowing them to identify and recognize the need for coverage through guided conversations.
  • Offer solutions, not products, to address the risks identified during the analysis.
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