How many times have you, as an insurance broker, left a presentation,gotten back to the office, and reported, “I killed it! It was agreat meeting; they asked the right questions. I really think we’llget this one!”? And then, . . . nothing . . . but . . .crickets.
I’m guessing that has happened way more times than you care toremember, right? You know what the problem was? Most likely, allyou did with your sales presentation was validate what theyexpected — and you will rarely win business by simply meetingexpectations. Let me explain.
When most salespeople are invited in for a presentation,they assume they are being invited in to tell their story.So they show up ready to talk about three things: price, product,and service. You do know the old saying about what happens when youassume anything don’t you? Yeah, that’s kind of what endsup happening.
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.
