Regardless of what you are selling, there is usually one buy-in question that determines how interested and engaged your prospect is going to be.
For my sales training and consulting services, it's simply: “How important do you think sales training is to your overall sales development and the performance of your sales team?”
|What's important?
If my prospect thinks it's very important, then I have a strong basis for closing the sale, and I can leverage that buy-in throughout my presentation. And it's the same for you as well.
If you are selling, for example, pre-need funeral arrangements, then the obvious question is: “How important is it to you to have all your arrangements completed ahead of time so it's that much easier on your family should something happen to you?”
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.
