People usually have at least two reasons for accepting or rejecting your proposals: one that’s meant to sound good to you, and another that they keep to themselves. If you want to uncover that hidden reason, politely ask: “In addition to that first argument, what else is stopping you from going ahead?” That way, they’ll understand you’re determined to look more deeply into them, and you just might win them over on their terms.
Remember- when you are asking questions you are finding solutions.
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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