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Agents and advisors: Salespeople or problem solvers?

Customers in any value-oriented sale are much more focused on solving their problems than acquiring your solutions.

By Tom Freese | Updated on March 06, 2017
Customers in any value-oriented sale are much more focused on solving their problems than acquiring your solutions. (Photo: iStock)

Insurance and finance sales teams tend to invest a tremendous amount of thought and energy in trying to figure out how best to position their solutions within their respective markets.

That makes sense. After all, the more solutions that agents and advisors can provide, the more money you and your company stand to make, right?

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