Happy New Year. I hope you all had a fantastic 2007. It’s now time to kick off 2008. There’s no better way to kick it off than to continue our sales program and talk about more ways to help our clients.
The next step in creating help for the client is to build sales acceptance and demonstrate your company’s experience, which are important to clients. They want to know facts about who you are and what is their benefit.
So what if you work with a large national insurer or you’ve been with a big company, whether it’s a big brokerage house or a big FMO? The bottom line is you need to talk about the facts: “My company has been around for 25 years.” The benefit to the client: “I have seen all manner of things.”
Same thing is said with sales person expertise. They need to know more specifically about you. What makes you unique in your field and what types of experiences you encompass? What kind of education and/or ongoing training do you have? This is where people want to know that you deal in their specific needs and wants. This is where you want to build up the part that you are an expert in a specific area.