In this episode of Insurance Marketing with John Carroll I discuss 14 actionable ways to adjust your sales conversations to sell value instead of price.

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Listen to this episode to find out:

• The simple question that forces prospects to explain to you (and to themselves) why they usually buy on value instead of price.


• The question that forces prospects to think about the value of having good claims experiences.


• The discreet way to get prospects thinking ahead about the value of working with a local agent after the sale.


• How educating clients and prospects brings your value to the forefront of the conversation.


• How to make the client understand you’re an expert about saving them money.


• Ways to bring your experience into the conversation in a way that emphasizes it’s value.


• How to show clients a key value difference between buying from a local agent and a call center


• How to discuss the value of your experience even when you have none.


• Why you need to explain that having an agent helps you save money.


• How to bring up the value of your own licenses and continuing education.


• The follow-up question to ask during claim experience conversations that drives home your value.


• How to get your client’s thinking about the potential costs of NOT buying from you.


• How to identify the most important benefits to every individual prospect.


• Why discussing every feature and benefit of a policy is a mistake and how to avoid it.


• How making it easy for clients to get discounts brings value to the table.

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Resources mentioned in this podcast include:

1. Article about how to talk about discounts more.


2. Read the 14 Actionabl Tips for Selling Value Over Price Here

If you find this info helpful and would like to say thanks, click here to leave a 5 star review on iTunes. Every 5 star review makes me stand up on my desk and do the chuffle shuffle!

Thanks for joining me,

John

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