They say insurance is a relationship business. How do you forge and maintain relationships with your customers and prospects? Consider the answer as a question.
Long-term success is achieved by your ability to relate to others, manage conflict and solve problems. Selling is not telling, so, use questions instead to drive your relational success.
Questions foster two-way communication. When a prospect answers your questions, they feel important and it allows them to tell their story. Without even realizing it, they are beginning to relate to you. Their answers provide insight into their struggles and set the stage for you to deliver solutions. Because the solutions were developed through this process, there is no need to persuade the prospect to buy what you are selling — they simply recognize their need for your solution.
Want to continue reading?
Become a Free PropertyCasualty360 Digital Reader
Your access to unlimited PropertyCasualty360 content isn’t changing.
Once you are an ALM digital member, you’ll receive:
- Breaking insurance news and analysis, on-site and via our newsletters and custom alerts
- Weekly Insurance Speak podcast featuring exclusive interviews with industry leaders
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the employee benefits and financial advisory markets on our other ALM sites, BenefitsPRO 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.
