As Joe Gandolfo says: "Selling is 98 percent understanding people, and 2 percent product knowledge." What's really important is finding something prospects are interested in and creating excitement about what you can do for them. Always have something else to talk about if a case dead-ends — or when you want to reintroduce satisfied clients to the sales cycle. Most individuals and businessowners have so many needs or wants that can be addressed with your product solutions and services, that if you ask the right questions and can get prospects talking, it won't be long before a problem or opportunity will surface.
So be flexible, expect the unexpected, and think on your feet. Be ready to follow up new opportunities, make sales, and get on-profile referrals, during the process. When you can do that with confidence, you'll know you've found a home in this business.
After the sale, you should keep in contact with your new client during underwriting. Then, conduct a formal delivery meeting to review the problem, concern, or want discovery process, the benefits of the product solution(s), explain your client services, gather on-profile referrals and introductions, and make specific plans to reintroduce your new policyholder to the sales cycle. When marketing and selling is done through a client-focused collaborative process like this, everybody wins!
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
