No, this is not puff the magic dragon. This is the magic question you must ask and get an answer to on every first discovery meeting with the prospect.

{WARNING: this is a 30-min session}

If you’re struggling with getting prospects into your sales funnel process, this will help you tremendously. Selling is an extremely difficult skill set to master. Especially in today’s world where attention spans, and time constraints have never been worse.

If you’re open to some new ideas, I encourage you to listen to the session as John explains how he shifted part of his strategy to promoting. Not promoting himself. Not promoting the company. But promoting something else.

Mistake number three is not just something I did, but I think it’s something all people in selling do. Times have changed on how people communicate. And yet most people are still communicating like it was 1999.😂😁

The way buyers are buying today is much different than the way they did 3, 5 or 10 years ago.

Sales, business development, new client acquisition. For anybody responsible for bringing on new accounts in the employee benefit sector this podcast is for you. This will help prevent the number one mistake I made for years and once I corrected it, my results improved dramatically.

NEXT STEP. So you are about 20 minutes into your call and then you panic. Where do you go next? What do you say? Is it their choice or your choice? Use this technique and you will relieve stress and anxiety for you and also the other person. 👊🤟🔥

4 AREAS … OF PAIN. By pain I mean, what is the issue challenge or problem or annoyance that you will determine if it’s worth solving for the client or not. There are lots of problems and challenges with every employer group. Don’t get distracted by getting into the weeds. Focus on just 4 and your conversations will be easier to handle.

ATNE (pronounced at-knee). Average total number of employees. Get familiar with this term because every single health insurance carrier will be asking you about it. Plus, it will allow you to have more meaningful conversations with prospects.

SIZE MATTERS. OK this is a cliché phrase that’s overused a lot. However, understanding a few basic definitions will become your best advantage when talking with others, as you will educate them and become a subject matter expert very quickly. FTE. ALE. Small Group. Mid Market. Large Group.

COMPETITION. This is your biggest competition. Failing to understand this before each and every interaction is in my opinion the number one reason why deals are lost during the first appointment.