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Educate Don't Sell

As you work through the sales process it is important to develop an understanding of the prospect. Here are a few good questions for you to consider.

General Understanding

  • How does your company measure success?

  • What is the biggest issue on your desk today?

  • What is your CEO’s top three priorities for the next 12 months?

  • Do you have confidence that you understand and have addressed all your business exposures?

  • How do you define success in your insurance/risk program?

  • When tough decisions are made regarding risk, who makes them?

  • If you could what would you change about your current program?

Differentiator Questions

  • Does your agent provide a comprehensive safety and risk tool kit?

  • If you had access to the most qualified HR specialist, it would that be a value to your firm?

Assessing the Incumbent Relationship

  • How important are long-term relationships with your providers?

  • How do you evaluate the performance of your risk providers?

  • What is your assessment of your current risk provider?

  • What services are you not getting that would enhance your program

Bob Lilly

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