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

September 12, 2024

12 Sept 2024 · 1 min

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Andy Neary advises salespeople to set clear expectations with prospects by asking for a verbal commitment that they will hire or try the proposed solution if it fits. He notes many salespeople perform excellent fact-finding but fail to ask this commitment question—sometimes out of fear of hearing a negative answer—and argues that asking it early qualifies prospects effectively.

Chapters

You see, most of us, including myself, are guilty of doing magnificent fact finding with the prospect. But we never set a clear expectation that if I am able to walk, come back and provide a solution that's going to help them overcome their problem and achieve their goal. I don't get any agreement whether or not they're willing to hire me or not. Why not ask that question right there and then to get that verbal commitment that they're willing to give you a shot if you have the right solution? That is a great way to make sure you have a very qualified prospect sitting in front of you. See, this is a question I failed to ask for a long time because when things were going well, I was actually too afraid to ask that question because that's where they could give the answer. I don't want to hear right.