Explain why you think the recommended product is suitable for their needs and why the insurer or investment company is an appropriate provider. (Photo: Thinkstock)

Have you ever received a positive response to your proposed solution (and the company that offers it) only to have your prospect insist on checking out your recommendation on the Internet? What do you do?

If you think that sighing in frustration is your only choice, think again. The better solution: anticipate early on that prospects will go online and neutralize their findings in advance.

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