Strictly Sales” is written by the faculty of the Dynamics of Selling program. This month's column is from Edwin Lamont, CIC.
Far too often in the heat of the new-account hunt, “rules of engagement” are vague, unstated or–worst of all–assumed. The results are low closing ratios, wasted resources and sales failure. Before investing time and agency support with any prospect, set fair rules of engagement.
When invited to compete for a prospect's insurance program, agents traditionally let the prospect set the rules of engagement. What are those terms? Is the prospect candid and clear about what it takes to earn the business, or does he or she just want a competitive quote? Agents must know and understand the prospect's rules of engagement before entering the arena.
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