Should you prospect using "Price" as your hook when trying to set new appointments, or something else like Service or Coverage?
In this episode, host Charles Specht will help you to use "empathy" when prospecting so as to address the Price issue in order to get your prospect to agree to meet with you. And, Charles will explain what he means when he says, "Give your prospects what they want but sell them what they need."
Key Topics:
Prospecting on price versus prospecting on service from the first outreach
Why price is always on the table but rarely the real issue
Using "that's unfair" to validate price objections before offering solutions
The "price plus something" strategy for bridging objections to your solution
What insurance buyers really want: saved money, saved time, peace of mind
Finding the real cause behind rising costs, not just the price tag
The producer's real job: helping clients spend their budget, not cut coverage
Only 5 percent of producers actually spend real time prospecting
Why most producers still lack a mature, usable prospect list
Charles's fractional Chief Sales Officer coaching for agencies and producers
Reach out to
Charles Specht
Visit:
Permission Network
Chief Sales Officer
Permission Producer School
Produced by PodSquad.fm
