CPD / CIP Points = 2.5
Estimated Duration = 2.5 Hours (including a short break)
Cross-Selling (Recommended Pre-requisite “Management Liability” & “Selling Cyber Insurance”)
Key learning outcomes:
The Cross-Selling module begins by examining the importance of identifying and discussing uninsured exposures with existing clients and the distinction between cross-selling and upselling. Participants will then explore the four key reasons for cross-selling – the most important of which is to protect your clients.
The module then examines how and when to approach cross-selling opportunities, including preparing for client discussions, identifying relevant risks and explaining the potential consequences of remaining uninsured. Particular attention is given to managing client objections and recognising the difference between an objection and a rejection, while respecting the client’s decisions.
Practical techniques for conducting cross-selling conversations are explored. Participants then consider how to measure progress beyond an immediate sale, manage follow-up activities and maintain appropriate records of client discussions and recommendations.
Interactive exercises and progress checks are incorporated throughout the workshop. These include role plays involving Management Liability and Cyber Insurance, with clients demonstrating different levels of receptiveness, scepticism and resistance. A short test is available following the workshop.
On completion, participants will be better equipped to recognise cross-selling opportunities, confidently discuss uninsured exposures, manage client objections and conduct effective cross-selling conversations. These skills can help improve client protection, reduce E&O exposure, strengthen client relationships and contribute to business growth.
