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

Use this👆 sales trick to improve your discovery calls.

5 Mar 2024 · 1 min

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Andy Neary says tell prospects you're not for everyone. Calculate your actual win target (say five $40,000 deals to hit $200,000), then limit how many new clients you'll take. It shifts the power in discovery calls.

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The first tip I want to give you in selling your services is let your prospects know that you are not a fit for everybody. Sell with exclusivity. What does that mean? I want you to ask yourself, how many wins do you need this year to be successful? The answer is probably a lot less than you think. Where are you right now? Think about your sales goals. So knowing you don't need that many wins, why aren't you going out and selling that way? Imagine that you have a goal next year to sell $200,000 of new business. You know the average size of Your sale is $40,000 and that means you need five new wins next year. Why don't you go out and meet with prospects and let them know you are looking to work with five new groups next year?