“The person who gives answers before understanding the problems is very foolish.” — John C. Maxwell
Have you ever felt like you delivered a powerful and effective sales presentation only to realize that it did not connect with the prospect? This has happened to me on several occasions. I came into a prospect meeting ready, energetic and full of answers. Unfortunately, I later realized that my answers did not address the prospect's problems.
If I asked you, what is the most important information to understand when you are meeting a prospect for a sales appointment, what would you say?
Recommended For You
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
© 2025 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.
