Today, I’m excited to share with you a strategy that has the potential to transform your approach to selling.
When it comes to insurance sales, one pivotal moment often makes all the difference: the proposal.
You may have dedicated yourself to understanding your prospect throughout the sales process, but stumbling here can undermine your efforts.
The common pitfall? Making the proposal all about you.
I want to share four questions you can ask your prospect during the discovery phase that are designed to redirect the focus where it belongs—on them!
Now, I can’t take credit for these questions. I learned them from my mentor, Steve Napolitan. But I can attest to their effectiveness. These questions put me in a much better position to win when I was selling insurance.
Question number one: What’s your number one goal right now? This question allows you to understand your prospect’s current business priorities, laying the foundation for where they want to go.
Question number two: What would it mean if you could achieve that goal? Here, you’re encouraging your prospect to envision success, painting a clear picture of the benefits they’ll reap by reaching their goal.
Question number three: What’s the number one problem keeping you from achieving that goal? Identifying the primary obstacle standing in their way is crucial. After all, if they were already achieving their goal, they might not be seeking your services.
Question number four: How is that problem affecting your business today? This question prompts your prospect to articulate the impact of their challenges, providing insight into the urgency of finding a solution.
Now, WHY are these four questions so vital?
Because when you return with a proposal, your primary objective is to tell your prospect’s story, not yours.
Nobody cares about your capabilities or resources; they want to know what’s in it for them. These questions allow you to do just that.
Think about it in terms of storytelling, a timeless method of communication. Every compelling story features a hero with a goal but faces a problem. They seek a guide, like you, with a plan to help them overcome obstacles and achieve success. By asking these four questions, you’re gathering essential elements of a compelling story!
The only missing pieces are you (the guide) and your plan. By incorporating these questions into your discovery meeting, you’re setting the stage to be the hero’s guide with your proposal, leading them toward success.
So, give it a try. Incorporate these four questions into your discovery meetings, and watch as your sales soar. Remember, when you make the proposal all about your prospect and demonstrate how your plan can help them overcome challenges and achieve their goals, you’ll turn more prospects into clients.
These four questions are not just inquiries; they’re the keys to unlocking greater sales success in the health insurance industry. Embrace them, master them, and watch as your business thrives.
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Resources:
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Business is no longer about who you know. Business is about who knows you. In a noisy industry like we’re in gang, you got to get people to know who you are.