Insurance Journal's Academy of Insurance

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Upcoming Live Courses

Finding Your Prospect's Pain.... When there doesn't seem to be any

Finding Your Prospect's Pain.... When there doesn't seem to be any

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Quick Overview

As insurance consultants, it is our job to uncover our prospect's pain in a way that gets the prospect to self-realize it, rather than just telling them what it is.

$129.00
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Duration 1 hour
Location Online Webinar
Formats On-Demand
Instructor Nick KormosNick Kormos

Every prospect has pain.  If they don’t, they’re not actually, a prospect.  The challenge is that most prospects will either guard their pain, because they don’t want a salesperson to take advantage of them, or not even know that they have pain because it is buried in a mist of confusion around insurance coverage.  As insurance consultants, it is our job to uncover this pain in a way that gets the prospect to self-realize it, rather than just telling them what it is.  Asking the right questions in a prospecting call or initial meeting is crucial to this process.  This course will explore a methodology to creating the right questions so that your prospects are more engaged in your sales process.

What participants will learn:

  • Principles of differentiation in the insurance industry
  • Developing your value proposition elements
  • Understanding the different types of pain
  • Creating effective pain signal questions
  • What not to ask a prospect
$129.00
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