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

Remember this 👆sales secret.

19 Mar 2025 · 1 min

Watch on YouTube

0:35

Short transcript of a brief sales advice exchange (Andy Neary and another speaker) emphasizing that prospects buy solutions to internal problems, not just external problems. Uses health insurance pricing as an example: lowering cost is an external fix, but buyers are motivated by internal concerns (doubt, fear, risk) which sales must address.

Remember this phrase.
We love to sell solutions to external problems.
However, our.
Prospects buy solutions.
To solve their.
Internal problem.
Perfect example.
You sell health insurance. You think the problem you are solving is high health insurance costs. You're going to help people lower their cost. That's the external problem.
However, that's.
Probably not what is going to get somebody to buy because that's not their internal problem. Have you ever come in with better rates, better plans and still not won the business? The reason is you didn't solve.
Their internal problem.
The cost might be the external. The internal is the doubt they have that they can do anything about it, the fears they have about letting their broker go, all the things that could prevent them from saying yes, that's the problem you've got to address. Just lowering their cost won't get the job done. People buy solutions to.
Solve their internal problems. Remember that.