Respect the competition & close more sales!
How do you respond when an insurance prospect or customer asks what makes you or your company different from the other insurance agents or insurance companies out there?
Do you go into defensive mode? Do you instantly begin touting what puts you above the rest? Do you break into a cold sweat?
If you answered “yes” to any of those questions, let’s rethink a few things.
Most prospects are simply looking for unbiased guidance to help them make the best insurance decisions. If you know the strengths of the competition, share it. The simple fact that you’ll have a calm conversation about the other coverage options is enough to impress most prospects.
As Dale Carnegie has told us, people like to do business with people they know, like and trust. Bashing, degrading or providing false information about the competition does not accomplish any of those things.
By respectfully and objectively providing the information your prospect seeks, you will earn their trust and will be that much closer to earning their business.