Insurance Journal's Academy of Insurance

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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

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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