You Want to Stand Out From Your Competition? You HAVE to Have a Better Sales Message!

So I'm intentionally recording this video outside on a really windy day. Why? Because I wanted noise. That's exactly what it feels like to be a vendor inside the health insurance industry right now. I just got done working with a new industry partner that's going to have massive success. And I quickly realized, vendors, you have two challenges. Number one, you're struggling to communicate your message effectively. Number two, brokers are really struggling to communicate your message effectively. So if you're out there today and you want to sell more as an industry partner, here's my advice. Quit focusing on your product. Start focusing on a better message. Look at your buyers, the brokers, the employers, and start focusing on what's in it for them. And craft an impactful message around that, not your product and all the details. So spend time training your salespeople on how to deliver a better message. Spend time training the brokers on how to deliver your message more effectively. And I promise you, if you do that, you're going to sell a lot more of your product and you're going to achieve your objectives in helping improve this industry as a whole. So do me a favor, industry partners, start focusing on your message. Quit focusing on your product because we need you. And doing that is going to help you sell a lot more business than you are today.