Potential customers are constantly asking “What's in it for me?”(or simply WIIFM). Sales people are taught about the “need sale”and the “greed sale.” And they're taught that greed is a moreeffective motivator. Greed is triggered by answering the customer'sWIIFM and teaching the customer how they will benefit.
Traditionally, insurance has often been positioned in analtruistic light. We tell potential customers not to think of thebenefit in terms of their own needs, but rather those of others.For example, life insurance depends on buyers who think of othersfirst.
Today WIIFM seems to be a problematic concept in the benefitsworld. Younger buyers aren't embracing our products.
Continue Reading for Free
Register and gain access to:
- Breaking benefits news and analysis, on-site and via our newsletters and custom alerts
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the property casualty insurance and financial advisory markets on our other ALM sites, PropertyCasualty360 and ThinkAdvisor
Already have an account? Sign In Now
© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
