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

Your sales confidence will skyrocket when you are clear about your ideal prospect. #salestraining

5 May 2023 · 1 min

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Andy Neary explains how salespeople who target a specific ideal prospect profile shift from competing with others to controlling the sales process. When you focus on prospects who fit your offering, you interview them on your terms instead of being one of several candidates they're comparing.

Chapters

When you go out and proactively target the prospects that are a fit for that one thing, the shift that occurs in your process is you're now interviewing prospects as much as they're interviewing you. Think about that for a second. How many times have you gone out to a prospecting opportunity and they're interviewing you amongst four or five other brokers? You're part of their process. At that point, your opportunity to win is completely out of your control. If instead, when you know who, you know what it is, you do better than anybody else and you're trying to find the people who are fit for it, you're now interviewing them. You're bringing them into your process, not theirs.