Getting to “WHY?”
“I thought the meeting went great. I shared our company’s history, experience, the logos of the clients we won… Why does the prospect keep screening my calls after that?” (a typical question in a broker’s daily life)
Let’s clarify: discovery work is not about the broker.
It’s now about helping a prospect discover something about themselves, namely, WHY they should do something different.
Bestselling authors advise, “Someone needs to bleed in the first line…” The more time it takes you to start that conversation, the less interested your client will be in what you have to say.
Join John Sbrocco and Craig Lack for the weekly episode of the Heads Up Adviser Show: “GETTING TO WHY.”
Here’s what we cover:
| Why change? – give your prospects a good enough reason | |
| Why now? – the timing is everything. | |
| What are the consequences? – give them a clear vision of the future. |
Show Sponsor:
Virtue Health introduces a new, full-stack healthcare solution for advisers managing small to midsize employers. Arrange a one-on-one session with the host of the Heads Up Adviser podcast, John Sbrocco to learn if you’re qualified to join
CLICK HERE to choose the date and time for your meeting.
Learn More About Virtue Health:
FREE RESOURCE From Virtue Health
Discover How Brokers are Winning 10+ Accounts a Year from This New Sales Strategy
While every other health broker commoditizes themselves by selling the same short-term band-aid to a long-term problem, you will learn how to communicate to business owners why structuring and designing their own health care plan can be a competitive advantage for the organization.
BROUGHT TO YOU BY VIRTUE HEALTH
The Best Podcast For Benefit Sales Professionals
