Consultative Selling and Negotiations

March 12-13, 2019 • Stamford, CT
July 9-10, 2019 • Dallas, TX
November 12-13, 2019 • 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. The program is offered regionally throughout the year 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.

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. In addition to discussing expectations in transactional relationships, the two-day program covers skills of selling and negotiating and insight into individual strategies and habits. Download a program brochure here to learn more. 

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

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

  • Register online here.
  • To be notified directly when registration opens for the July and November Consultative Selling and Negotiations programs, please fill out this waitlist survey.
  • Registration is $1,045 per participant.
  • Hotel accommodations are the responsibility of the participant.
  • Contact Denise Marshall,, with any questions. 

Schedule of Events

Day 1
7:30 - 8:30 a.m. Continental Breakfast
8:30 a.m. - Noon Training Session
Noon - 1:00 p.m. Lunch
1:00 - 5:00 p.m. Training Session
Day 2
7:30 - 8:30 a.m. Continental Breakfast
8:30 - 11:45 a.m. Training Session
11:45 a.m.-12:30 p.m. Lunch
12:30 - 2:30 p.m. Training Session

Session Location

General Star
120 Long Ridge Rd.
Stamford, CT 06902

Hotel Accommodations

Stamford Marriott
243 Tressler Blvd.
Stamford, CT 06901

Sheraton Stamford Hotel
700 East Main Streets
Stamford, CT 06901

Travel Information

Participants should schedule travel to arrive on site before 8:00 a.m. on the first day and depart the training site after 2:30 p.m. on the second day. Please consider your travel time when making airline reservations.   

Consultative Selling and Negotiations Program Cancellation Policy

  • Cancellation through January 29, 2019 will result in a full refund, less a $50 processing fee. 
  • Cancellation between January 30 and February 12, 2019 will result in a 50% refund.
  • No refund is offered after February 12, 2019.
  • Should you cancel after February 12, 2019 you will have a limited time opportunity to substitute someone else at your firm as an alternative to the above refund policy.
  • All requests must be made in writing to Denise Marshall,