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Perfecting Your (Sales) Pitch

The sales approach can't be limited to one style: For success, a producer must adapt the proposal to the client's needs.

By James Dougherty, CIC | Updated on August 01, 2015

Most professional baseball pitchers who have achieved Hall of Fame status attribute their success to having a variety of pitches.  Not only did these professionals control the speed and pitch location, but they also threw many distinctive pitches such as a two-seam fastball, a four seamer, a curve, a splitter, a change, a split finger, a slider, and a cutter.  Many times while viewing a game the commentators say the pitcher’s best pitch is not moving, causing him to rely on another pitch. Soon the opposing team identifies this weakness and capitalizes on his one pitch arsenal.   His fate for that outing is usually failure. The same is true with an insurance producer.

So what are the pitches an insurance ace should throw?  The four basic pitches are: the coverage pitch, the premium pitch, the producer benefit pitch, and the personal rapport pitch.  You’ll need to deliver all of these throughout the sales process.  With effective dialogue, probing, and need discovery, you can identify exactly which pitch will be the one needed to make the sale. 

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