Consultative Selling and Negotiations

July 7-8, 2020 • Rolling Meadows, IL
November 17-18, 2020 • 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. This two-day 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 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.

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

  • If you are interested in attending the July 2020 or November 2020 program and would like to be notified in advance when registration opens, please click here. Registration for the July 2020 program will open in April 2020.
  • Registration is $1,045 per participant.
  • Hotel accommodations are the responsibility of the participant.
  • Contact Denise Marshall,, with any questions. 

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, RPS

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

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

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
  • Registrants can receive a full refund, less a $50 fee for processing, if the request is made six weeks in advance of the program.
  • Registrants can receive a 50% refund between four and six weeks in advance of the program.
  • No refund is offered less than four weeks in advance of the program.
  • Should you cancel less than four weeks from the program date 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,