Consultative Selling and Negotiations

November 16, 18-19, 2020 Facilitated virtual learning
March 9-10, 2021 • New York, NY

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 originally two-day 2020 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 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

  • Registration is open. Last day to register is November 6.
  • If you are interested in attending the March 2021 program and would like to be notified in advance when registration opens, please click here.
  • Registration is $1,045 per participant.
  • Contact Denise Marshall, denise@wsia.org, 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, Risk Placement Services

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

Schedule of Events

The newly adjusted July program schedule follows a three-day format with built-in breaks. 

Monday, November 16
11:00 a.m. - 3:15 p.m. ET
10:00 a.m. - 2:15 p.m. CT
9:00 a.m. - 1:15 p.m. MT
8:00 a.m. - 12:15 p.m. PT

Tuesday, November 17
No class

Wednesday, November 18
11:00 a.m. - 3:45 p.m. ET
10:00 a.m. - 2:45 p.m. CT
9:00 a.m. - 1:45 p.m. MT
8:00 a.m. - 12:45 p.m. PT

Thursday, November 19
11:00 a.m. - 3:45 p.m. ET
10:00 a.m. - 2:45 p.m. CT
9:00 a.m. - 1:45 p.m. MT
8:00 a.m. - 12:45 p.m. PT

Travel Information

No travel is required for the July program since Richardson converted Consultative Selling and Negotiations into a facilitated virtual learning experience.

Consultative Selling and Negotiations Program Cancellation Policy
  • Registrants can receive a full refund, less a $50 fee for processing, if the request is made by October 12, 2020.
  • Registrants can receive a 50% refund between October 13 and October 26, 2020.
  • No refund is offered after October 26, 2020.
  • Should you cancel after October 12, 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, denise@wsia.org.