https://completemarkets.com/Article/article-post/2291/Producer-Success-Lesson-16-Telling-Isnt-Selling/
... . Then firmly focus the pain in their mind by helping them recall a painful experience. Now you're ready to work on solutions. Tell Stories Instead of asking your client if they'd like to increase their liability limits to $100,000, try storytelling. Help the client construct a situation in which they feel they need more coverage, such as this: I knew a family that had a trampoline in their back yard. The neighborhood kids liked to use it, too. Well, when the family went on vacation, one of the kids next door came over for a few quick jumps. Of course, he fell off and broke something, and of course, his dad was an attorney. You have a trampoline, too, don't you? Of course, this would never ... their pain. We can't tell them what it is; you have to ask focused questions that help the client (or the Commercial producer or the Risk Manager) uncover the source of their pain. EXERCISE List all the stories you can think of that reinforce the idea that expanded services increase customer satisfaction. You'll use this list in lesson 17. Randy M. Schwantz has specialized in coaching Commercial insurance producers since 1991. He can be reached at the Wedge Group, 1408 Hickory Hill Lane, Argyle, TX 76226, (940) 464-9000, fax (940) 454-4622, e-mail [email protected] , Web site www.thewedge.net . Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for you, your business ...