Ask a Question Before you Present

Most of us are very knowledgeable about our business. Because of that when we meet a prospect or client we like to tell them what we know. However, at the very beginning of a presentation to a client it is a mistake for us to assume that since the client is there to learn from us that it is ok to just begin a presentation. Most often this can get the appointment off on the wrong foot.

The idea of jumping right into features and benefits is a common error that many of us make. Just because we have a great story to tell does not mean we should be telling it. In our “Transition Training” program we talk about using questions as the foundation of your practice. this applies to a beginning of an appointment as well as to the end.

Next time you are face-to-face with a client, before you begin, pause and ask a question. The question I like to use at the beginning is simple and to the point. Usually I say something like:

“Mr. Client, I have several ideas I want to discuss with you, but before I begin let me ask you…what would you like to accomplish in this meeting?”

In my experience, this type of opening usually gives the client confidence that you are there to help. Most often, the client will tell you exactly what you need to know to help them and with more questions you can not only accomplish what you set out to do but also give the client what they wanted as well. Any questions?

About Jeffrey Berson

40 years in and around the industry has made Insurance a part of my DNA. I have had the pleasure of working with and for some of the greatest minds in our industry. My "Bersonal" View is an attempt to capture some of the best ideas, the best concepts and the best practices in a way that can lead to success for others. It will certainly be my point of view, so please...don't take it "Bersonal".
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