Andy NearyI help insurance professionals turn brand awareness into business growth.

If you want to sell more, give more first.

7 Feb 2024 · 1 min

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Andy Neary argues that salespeople should spend more time giving value to prospects rather than constantly asking for appointments or business. He critiques traditional prospecting channels—cold calling, cold emails, door-to-door—as primarily asking and warns that persistent asking degrades relationships and the salesperson's reputation.

Chapters

You have to spend more time giving than you are asking. Think about it. The traditional way you and I have been taught in this industry to go attract prospects is through cold calling, cold emails. I was taught how to go door to door. How are you bringing and giving any value to the prospect through those forms of prospecting? Every one of those channels of prospecting is nothing but asking. All you're doing all day is asking for appointments, asking for business. Ask, ask, ask. You eventually become an asshole.