When you meet with potential buyers do you ask or do you tell? If you are like most salespeople, you probably do the latter. In fact you probably tell them all about your features and benefits in the first five minutes of meeting with them. But guess what: buyers don't care. They don't care that you've been in business for fifty years, that you have great service or even that you represent multiple carriers. They don't care because they've heard it all before from every other insurance agent who has ever walked through the door. They don't care because they can't relate any of this information to the ways that it can help them. A wise mentor once told me: "Never reveal a problem for which you have no solution." With that in mind, you will need a value proposition that responds to each of the needs you discover; but that's a topic for another article. So how do you figure out what's meaningful to your buyers and what you can do to help them make their lives or businesses better? It's simple. Ask them. I have developed a sample list of questions you can use to help you get started while you are working on creating your own questions. It's free, and it's yours to use. My question to you is: are you going to get started now, or will you keep doing the same lame show-and-tell routine that doesn't work? Mastering the art of asking the right questions takes time. Begin by developing a list of at least 25 questions, with one or two follow-up questions for each. Over time your list will grow and the questions will become second nature to you. Properly crafted questions will help you discover what buyers value,Cheap Roy Williams Jersey, make them think in ways they haven't considered before and disturb the status quo. Good questions position you as a professional in the minds of buyers. They demonstrate your concern for the buyers' needs and well being. Another good lead-in question is: "Thinking about your current insurance program, how confident are you that your business or personal assets are adequately protected should the unthinkable happen?" The prospect might reply "I think I'm in pretty good shape," and your follow-up could be "Do you think,Carolina Panthers Jerseys, or do you know?" After a little give and take the buyer is likely reveal that he does not know for sure. This gives you the opportunity to follow-up with "When would you like to know, now, or after disaster strikes?" Buyers want to know only one thing: how you can help them make their lives or businesses better. Most buyers equate that with the lowest price. Why? Because they don't know any better. What's worse is that most insurance agents (not you, of course) don't know any better either. Your questions should engage your prospects and make them think. In other words, they should not be yes or no questions. If your first question does not reveal enough information or hasn't helped the buyer to discover a need, be prepared with a good follow-up question. Beyond the obvious, most buyers don't know what their needs are; that is, they don't know what they don't know. Your job as an insurance sales professional is to help them discover those needs. Good questions will help you to do that. Suppose you ask your prospect: "Mr. Prospect, when evaluating your insurance program, what's most important to you?" One likely reply might be "Price is very important. Like everybody else, I need to keep my costs in line." With this answer your prospect has revealed that he hasn't given much thought to the issue beyond the price, but he has also intimated that he doesn't believe there is much difference between you and the competition. To engage this prospect you might follow-up with something as simple as: "Okay, and what else?" If you wanted to be a little more provocative you could say: "I don't like paying premiums either,Cheap Chris Harris Jersey, but let me ask you this: are you more interested in the cheapest premium or the lowest overall net cost?" This is a question that will engage the buyer and cause him to want to learn more. These are just a couple of examples of how the questioning process works. Asking enough of these types of questions leads the prospect to doubt the worth of his current program and sets you up as the expert who can fix his problems. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More