Finding Your Prospect's Pain when There Doesn't Seem to Be Any
Interactive

Finding Your Prospect's Pain when There Doesn't Seem to Be Any

Academy of Insurance
Updated Nov 30, 2020
Every prospect has pain. If they don’t, they’re not actually, a prospect. The challenge is that most prospects will either guard their pain, because they don’t want a salesperson to take advantage of them, or not even know that they have pain because it is buried in a mist of confusion around insurance coverage. As insurance consultants, it is our job to uncover this pain in a way that gets the prospect to self-realize it, rather than just telling them what it is. Asking the right questions in a prospecting call or initial meeting is crucial to this process. This course will explore a methodology to creating the right questions so that your prospects are more engaged in your sales process.