December 28th, 2007 Vitaly Grinblat
I’ve asked that question to many people over the years. And it usually stumps them. I’ve been involved in direct sales in financial services for a long time. And when I asked other agents, why should someone get their insurance, or investments, they couldn’t verbalize it. It’s amazing to me, that someone can spend years in a business or in sales and not be able to clearly explain why should someone do business with them.
When you’re able to explain that, what you’re doing is providing your prospect with how much value you bring to the table. Because if you don’t provide value, then why should they do business with you.
That value can be the price, although it’s not the only thing that creates value. It can also be quality, good advice, better customer service, ongoing education, additional bonuses, large selection, individual one on one service, convenience, etc…
You get the point. It can be any one of those or several. And what that is, it’s your Read the rest of this entry »
