(AP Photo/Al Behrman)

If your dream clients are dissatisfied, your path to a sale is to help them better understand their needs. But what if your dream clients aren’t dissatisfied? Then your path is to help them become dissatisfied. Either of these two paths may lead to the opportunities you seek.

If a prospect voices an objection (or more precisely a concern) regarding a sale, your right answer might be to show him how to resolve his concern. But another right answer is to ask “What would you need to see in order for this concern to be resolved to your satisfaction?” And yet another right answer might be “Is this a show stopper?” Sometimes what sounds like an objection is actually just a conversation.

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 Broker ExpoEvent

BenefitsPro Broker Expo will help attendees prepare for new issues, embrace new challenges and find new solutions.

Get More Information


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.