Every prospect has pain.  If they don't, they're not actually, a prospect.  The challenge is that most prospects will either guard their pain, because they don't want a salesperson to take advantage of them, or not even know that they have pain because it is buried in a mist of confusion around insurance coverage.  As insurance consultants, it is our job to uncover this pain in a way that gets the prospect to self-realize it, rather than just telling them what it is.  Asking the right questions in a prospecting call or initial meeting is crucial to this process.  This course will explore a methodology to creating the right questions so that your prospects are more engaged in your sales process.

What participants will learn:

• Principles of differentiation in the insurance industry
• Developing your value proposition elements
• Understanding the different types of pain
• Creating effective pain signal questions
• What not to ask a prospect