Build Confidence, Communicate with Impact & Convert More Prospects

From First Contact to Close: Sales Techniques That Work

If you’re new to the insurance industry—or looking to strengthen your sales approach—this session provides the core tools, behavioural insights, and confidence needed to close more deals. You’ll explore the role of the insurance sales professional, key traits for building strong client relationships, and the full progression of a sale across both personal and commercial lines. You’ll also learn how to apply the DiSC Behavioral Assessment to better understand communication styles, adapt your approach, and influence each type more effectively in sales and negotiation scenarios. The session covers essential sales techniques, including: - Preparation before outreach (research, flexible scripting, setting goals, anticipating objections - Effective cold calling: real-time rapport, direct access to decision-makers, and immediate feedback - Handling objections with empathy, value-driven responses, and confident redirection - Closing the sale by guiding clients to a decision, reinforcing value, matching your style to their personality, and building long-term trust By the end, you’ll have a clear, practical framework to elevate your conversations, improve conversions, and close with greater confidence. PLEASE NOTE Group rates are available for 3 or more members attending this session. Please contact us for more information or to register your group. SEMINAR CANCELLATION POLICY No refunds. Credit notes only issued with 48hr advanced written notice. CE hours: 2 professional development hrs pending Questions? Please contact: GTAseminars@insuranceinstitute.ca