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

This is one of the best ways to get prospects to sell themselves. #marketing #sales #salestips

14 Feb 2023 · 1 min

Watch on YouTube

0:39

Andy Neary, speaking in a short YouTube clip, recommends using sales assessments (questionnaires) to let prospects grade themselves and reveal their perspective. He favors 1–10 scale questions and following up low/medium scores (e.g., "why a six?") to elicit detailed explanations that can be reused in proposals. The clip positions assessments as a way to get prospects to "sell themselves" and provide language that strengthens sales proposals.

Chapters

I am a huge proponent of sales assessments. Why a good sales assessment? Call it a questionnaire, whatever you want to call it, allows the prospects to grade themselves. It allows the prospect to give you a really good perspective of where they are. I used to ask my Favorite were scale 1 to 10 type questions just to see where they stood on what they believed about what their plan was today, how they felt about their plan. Because the power in the assessment, especially when I used scale one to ten questions, is when they'd give me, you know, a six out of ten and I would fire back with a why a six? Man, they gave me gold. Everything they said after that was going to be used in the proposal.