X

Thank you for sharing!

Your article was successfully shared with the contacts you provided.
Prospects lie to us on a daily basis. Some do it unconsciously, some do it on purpose, and some do it accidentally. Whatever the cause, the result hurts both the salesperson and the prospect. For the salesperson, the misinformation will limit their ability to propose the ideal combination of products and services for the prospect. For the prospect, the misinformation will limit the products, services, and overall strategy available to them. If we know that prospects lie and do not address that reality in our sales process, we are only hurting ourselves. With a few tweaks to our sales approach, we can dig down to the truth and offer greater value.

The challenge is we like to believe people are honest. As talented advisors, we don’t want to believe anyone would lie to us. As human beings, we approach every conversation expecting to hear the truth. This combination of factors makes us more casual in our approach with prospects, and that hurts the final outcome. Even when we do suspect the prospect is delivering false information, we are uncomfortable with the idea of suggesting the potential client is not being truthful or is outright lying.

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?

Follow the Conversation

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 © 2020 ALM Media Properties, LLC. All Rights Reserved.