By Brent Kelly
Have you ever felt like you have delivered a powerful and effective sales presentation only to realize that it did not connect with the prospect?
This has happened to me on several occasions. I came into a prospect meeting energetic, ready, and full of answers. Unfortunately, I later realized that my answers did not address the prospect’s problems.
If I asked you what is the most important information to understand when you are meeting a prospect for a sales appointment, what would you say?
Typically, I hear answers like, “Product knowledge, features, benefits, competitive advantages, service philosophy, and more.
These aren’t necessarily bad answers. In fact, I have written and spoken about understanding the importance of these details.
However, none of this information has any impact or carries any value if you don’t first understand the prospect, their situation, and their perspective.
Building solid rapport is the foundation of every great...
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