Close Close
Sign In
Newsletters
Popular Financial Topics Discover relevant content from across the suite of ALM legal publications From the Industry More content from ThinkAdvisor and select sponsors Investment Advisor Issue Gallery Read digital editions of Investment Advisor Magazine Tax Facts Get clear, current, and reliable answers to pressing tax questions
Luminaries Awards
Podcast Center Video Center Webcasts Resource Center Events
About ThinkAdvisor Contact Us Advertise With Us Asset & Logo Licensing Sitemap Terms of Service Privacy Policy Copyright © 2024 ALM Global, LLC. All Rights Reserved.
ThinkAdvisor

Life Health > Life Insurance

Don’t be the ‘before’ picture

By Anthony Iannarino

X
Your article was successfully shared with the contacts you provided.

Imagine you could take a picture of your competitor’s performance for one of their clients (the “before” picture). Then imagine you could take a picture of your performance showing that client the results you could produce for him (the “after” picture).

If you like this idea, it’s because you recognize that the difference between those pictures might be enough to compel your competitor’s client to make a change. That difference might lead to dissatisfaction—and an opportunity.

But what if we were to reverse this scenario? What if your competitor could take a picture of your mediocre performance as the “before” picture and use their performance as the “after”?

I hate to say it, but your performance right now—as good as it may be—is your competitors’ “before” picture. They are working their tails off trying to create a compelling “after” picture to lure away your clients. Either you take the initiative and create an “after” picture that will help your clients achieve their desired outcomes—or someone else will.

Sign up for The Lead and get a new tip in your inbox every day! More tips:

S. Anthony Iannarino is the managing director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company, and an adjunct faculty member at Capital University’s School of Management and Leadership. For more information, go http://thesalesblog.com/s-anthony-iannarino/

NOT FOR REPRINT

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.