Here’s the scenario: You meet with someone new to you. Let’s say you visit a prospect at his office. Our experience is that you have eight minutes to achieve several objectives, or you’ll likely be dead in the water. What you do in those eight minutes determines if you will be successful in gaining a successful outcome.

Objectives

What are your objectives during those eight minutes? It’s actually far more than you might have thought, but it does not include making a sale. That comes later. Our experience is that most sales (and future referrals) are lost in those first minutes. So, let’s focus on them.

The Big Main strategic objective in the first eight minutes is to get the prospect to discuss his financial situation openly. There are three smaller more tactical objectives: 1) capture his attention, 2) establish your connection and trust, and 3) prove your credibility and relevance. If you can do that, you should find the door wide open for you.

Objective Number One

In this article, we’re going to focus on the first objective – Capture the prospect’s attention. What might you do that could accomplish that objective?

Complete your profile to continue reading and get FREE access to BenefitsPRO.com, part of your ALM digital membership.

Your access to unlimited BenefitsPRO.com content isn’t changing.
Once you are an ALM digital member, you’ll receive:

  • Critical BenefitsPRO.com information including cutting edge post-reform success strategies, access to educational webcasts and videos, resources from industry leaders, and informative Newsletters.
  • Exclusive discounts on ALM, BenefitsPRO magazine and BenefitsPRO.com events.
  • Access to other award-winning ALM websites including ThinkAdvisor.com and Law.com

Already have an account?

 

BenefitsPRO

Join BenefitsPRO

Don’t miss crucial news and insights you need to navigate the shifting employee benefits industry. Join BenefitsPRO.com now!

  • Unlimited access to BenefitsPRO.com - your roadmap to thriving in a disrupted environment
  • Access to other award-winning ALM websites including ThinkAdvisor.com and Law.com
  • Exclusive discounts on BenefitsPRO.com and ALM events.

Already have an account? Sign In Now
Join BenefitsPRO

Copyright © 2023 ALM Global, LLC. All Rights Reserved.