3 Signs That You’re Wasting Your Time With a Prospect — 5 Comments

  1. I may be too bold, but if a prospect is taking too long to make up their mind, I am not too shy to ask for what I want. I learned long ago to “go for the beg” as soon as an opening presents itself. Most sales people are afraid to ask.

  2. It’s really about the probability of winning a prospects business. Why spend the time and resources of your agency marketing an account if you have less than a 50% chance of earning the business? Establishing your probabilities up front, by asking if your prospect is “willing to fire” their existing relationship, will tell you a lot about their expectations. If the answer is no, then ask yourself why you would waste your time and that of the prospects perpetuating the commodity selling of insurance? Turn the tables and ask the prospect if they would use their resources trying to earn new business for their company if they knew up front that their chances were slim to none? Don’t be afraid of the conversation because it will establish the ground rules for your relationship. Otherwise, all you do is continue to negatively affect the retail insurance agent credibility as well as viability to compete in a changing sales landscape. Take it up a notch and don’t be afraid to walk away when the timing is not right.

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