SALES FOR NON-SALESPEOPLE™:

MASTERING THE SERVICE-TO-GROWTH CONVERSATION IN INSURANCE BROKERAGE

WHO SHOULD ATTEND:

Client Service Executives, Account Managers, Sales and Risk Consultants

DELIVERY:

Instructor Led: 1 day plus 60 days of pipeline coaching
Virtual: two 3.5 hour sessions

The Business Case:

Your service team already has the client’s trust and the client’s ear. This program gives them the timing, the language, and the confidence to turn that access into rounded accounts, longer relationships, and revenue producers can’t reach alone.

THE FOCUS:

Sales for Non-Salespeople™ is built for people whose first job is service and whose first instinct

is not to sell. In one day, participants learn a light, client-first process for recognizing an unmet

need, timing the conversation, and framing a recommendation that lands as advice rather than a

pitch. Live practice and a running case study anchor every skill in Monday’s work.

Key Takeaways:

Freedom from the sales myths that make selling feel unnatural to a service professional.
A trigger list of service moments (renewals, claims, changes) that open risk conversations,
Prime and ask discovery sequences that surface true need and always earn a next step.
A subtle account rounding approach centered on the client’s business, not the policy.
The right words and timing for suggesting incremental risk conversations.
A method for working through reluctance and asking for the business.

"BWST provided our entire sales organization [sales leaders, account managers, consulting and business development teams] with very detailed sales content in a digestible format. The success with our teams was a result their tenure and expertise in sales, and BWST's due diligence in learning about us prior to training. BWST was a huge asset to us and is a key partner in launching our sales enablement platform that's ensuring we can continue to grow."

Head of Sales Enablement

"If you're in search of a game-changing resource that not only boosts your deal-making prowess but also deepens your grasp of relationships and value creation, enrolling in Bill Walton's training program is a must. Bill's dynamic coaching style and innovative approach to team development are incredibly valuable. His ability to inspire and guide teams makes him a tremendous asset to any company. I wholeheartedly endorse the Bill Walton Sales Training!"

Learning and Development Manager

"Bill is an expert at helping to create vision and focus within a sales team. He took the time to listen and understand our needs. Bill helped to put the "puzzle pieces" together to create a wonderful structure focused on value selling and client acquisition."