Sometimes we wish sales was like a vending machine: Prospects choose what they want, insert the money, pick it up and walk away. Selling in the insurance and investment world is much tougher. Similar sounding products can be so different. Even worse, prospects really do have a vending machine. It's the Internet. They search out the cheapest price and buy.
But it might not be the right product for them.
The prospect needs someone to learn their needs and make recommendations. Unfortunately, this can become very confusing, when there are large sums of money or long-term commitments involved.
6 reasons why prospects don't make decisions
Why don't prospects make decisions? In my research I found six reasons:
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