Consultative Selling and Negotiations

October 27-28, 2021 • Scottsdale, AZ
For all brokers, managing general agents and underwriters who transact business and have relationships with clients

About the Program

WSIA’s Consultative Selling and Negotiations is a customized sales training program for any surplus lines professional who transacts business. With the current restrictions and changes due to COVID-19, Richardson has converted the program into a facilitated virtual learning three-day experience. This program focuses on expectations in transactional relationships, styles of selling and negotiating, and offers insight into individual strategies and habits. Consultative Selling and Negotiations is not about hard sales tactics. The curriculum prepares participants to develop relationships and place focus on their customers rather than themselves. 

The program is offered in small group settings, so participants receive individualized instruction. The program is co-produced by Richardson, a leading global sales training and strategy execution company, well-versed in sales training within the surplus lines market. Learn more about Consultative Selling and Negotiations in the informational program brochure

Who Should Attend

The program is designed for all brokers, managing general agents and underwriters who transact business. It is most beneficial to those E&S professionals who have relationships with clients.

Registration and Fees

  • Registration is $1,095 per participant.
  • Registration for the October program will close by September 29.
  • Contact Denise Marshall, denise@wsia.org, with any questions.

Hotel and Training Site

Hotel reservations are the responsibility of the participant. If you are a registered participant, you may access the hotel room block here. WSIA reserves the right to cancel your reservation if you are not registered for the program. the block will remain open until September 24 or until sold out.

Scottsdale Plaza Resort
7200 N Scottsdale Rd.
Paradise Valley, AZ 85253
877.954.0301 

What Alumni Have To Say

Watch a short video to learn more about Consultative Selling and Negotiations and what past attendees have to say about their experiences.

“The small group setting is ideal for learning. Also, the role playing is structured in a way (small table groups) where you are not intimidated and can practice techniques that you are learning through the day. The class moves along at a pace that keeps you awake and engaged. Well thought-out and put together materials.” 
Kristen Horlacher, Superior Underwriters

“The class itself really makes you think about every single interaction you have daily. It gives you the opportunity to slow down and develop your sales and negotiation skills. It helps you understand how carriers/underwriters and brokers do business every day and what they value most of all. It gives you the opportunity to develop your value proposition clearly and concisely.”
Trey Renno, Risk Placement Services

Read more feedback from past attendees about their Consultative Selling and Negotiations experiences. 

October Schedule of Events

The on-site program schedule follows a two-day format with built-in breaks.  

Wednesday, October 27
8:30 a.m. - 4:30 p.m.  (Breakfast buffet available at 7:45 a.m.) 

Thursday , October 28
8:30 a.m. - 1:30 p.m.  (Breakfast buffet available at 7:45 a.m.) 

Consultative Selling and Negotiations Program Cancellation Policy 

October Program

    • Registrants can receive a full refund, less a $50 fee for processing, if the request is made by September 15, 2021.
    • Registrants can receive a 50% refund between September 16 and September 29, 2021.
    • No refund is offered after September 29, 2021.
    • Should you cancel, you will have a limited time opportunity to substitute someone else at your firm as an alternative to the above refund policy.