Elliot Bassett, AIP, CPCU’s Post

I think it is super important to acknowledge the price concern, especially when selling something intangible. The value comes from your response and sharing not-so-success stories! For example, I have only been in the industry for 4 months now & a story was shared with me from a prospect about how they were paying for "inexpensive" coverage and didn't realize they actually had no coverage for their line of work until a loss occurred and they were out thousands! Lesson Learned for this Customer: Find the best agent, not the best price. #LouisianaInsurance #CommercialInsurance #WorkersCompensation #LSUInsurance #Louisiana #GeneralLiability #EMOD

you will start making more money once you focus on fulfilling the needs of your prospect!

1. The Buying Pocket is when a prospect knows their goal is possible but needs help. 2. If they don’t believe their goal is possible, we show them others have succeeded. 3. For those who think they can do it alone, we create doubt so they realize they still need our help.

Seller Challenge: The next call with a client or prospect. Answer every question with a question. You’ll be shocked at how much more you'll learn.

Building rapport is talking a little bit with the prospect about their day, right? 🤔 Actually is not like that, and if you are starting your sales calls like that, chances are that your deals would not be closed. Because, let's just be honest, the prospects doesn't want to waste their time, you neither. So why people think that is great idea❓ Because you seems like someone friendly, but actually on this video I show you how can you actually avoid wasting your prospects time, and you can actually make more money by just applying this. ✅ I want to know what you think about it, feel free to leave a comment below!

What do you do when the prospect says "no"? Firstly, don't panic. You're not desperate for the sale. No can mean "no for now" or "no for this thing." You just have to ask more questions to know the reason behind the "no" and then guide the conversation from there.

Something to think about whenever you meet the next prospect. Your ability to uncover their need, can result in a successful sale.

Stop chasing every client. Not every prospect deserves your time. Focus on building long-term relationships with clients who align with your values.

One simple question if a prospect asks to speak to an existing client. Acknowledge their request first. Then. “If you were to speak with an existing client, what were you hoping they’d say?” That’s layer one to unpack what their real hesitation is.

The secret to move the prospect conversation is by asking the right question that uncover their pain points. Most of the close book appointments I did is by asking their problems that the offer can solve. This will allow me to dive deeper into the root cause and provide the solution [make an offer] afterwards. How do you go with conversation with your prospects?