Once the broker has identified one or more pain points that lend themselves to a voluntary enrollment solution, he uses more strategic questions to amplify the pain and help the client feel the pain.
Here are a few more questions that can agitate the pain:
|- How does that affect your HR workflow?
- What would the worst-case scenarios look like?
- How does that affect your HR productivity?
- What other important activities does that keep you from doing? (opportunity costs)
The goal of this questioning is to put the client in a frame of mind receptive to your solution.
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