Value selling: Ask these 3 tough questions

Know your client's claim needs

Don’t be afraid to ask tough questions to your prospect, making them think critically and differently about their situation. Here are some of the questions I ask to better understand a prospect’s buying personality:

• Do you think insurance covers the whole cost of an accident?
• What does it cost the company in lost time when management needs to respond to an accident?
• How about the cost of lost production as employees and supervisors respond to an accident?

Experts estimate insurance covers approximately 50-70 percent of the hard and soft costs associated with an accident. The best way to save money on the cost of recovering from claims is to not have them in the first place. Instead of looking for the cheapest insurance, teach your prospects to look for an agent and carrier that trains them on avoiding claims from the beginning.