Value selling: Believe in the product
To succeed in selling value you must truly believe the product they are selling is differentiated by the value it brings to the table. While it is easy for an auto sales person to demonstrate the difference in fit, finish and performance by providing a test drive; the insurance sales person is challenged because the true value of the product is experienced at the time of loss.
Finding out you made the wrong buying decision at precisely the time you need the product to perform is an exceptionally unpleasant experience.
Price objections are made more difficult to overcome when budgets are cut and money is tight. However, this is precisely the time when it’s the sales person’s duty to sell value and not price. When money is tight and a loss occurs, restricted budgets have no room to offset shortfalls in coverage delays in claims processing and a long, drawn out battle to be made whole. Tight budgets require speedy and fair resolution of claims.
Art Seifert, Glatfelter Program Managers
Arthur is a fitness enthusiast, a grandfather, philosopher and possessor of a wretched wit.
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