Interactive
Finding Your Prospect's Pain when There Doesn't Seem to Be Any
Academy of Insurance
Updated Nov 30, 2020Every 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.
