I know you have probably read in a thousand places that the No. 1 complaint of any buyer is that the seller does not listen. This, of course, is not limited to insurance. When was the last time you visited a car lot and had a salesman really listen to you?  Did the salesperson ask about:

|
  • The car you drove in?
  • The reason you are looking?
  • What you have looked at so far?
  • The pluses and minuses of what you have seen?
  • What brought you to their dealership?
  • Your budget?
  • What is important to you in your new car? 

I just went through the buying experience and the answer is, it did not happen; the seller actually listened to me. The result? I purchased the car I wanted at a good price and I am happy with my decision.

No one (including you, your clients and your prospects) likes to be sold. That always leaves a bad taste in the buyer's mouth. He or she wonder if they could have done better. It leads to buyer's remorse.

Want to continue reading?
Become a Free PropertyCasualty360 Digital Reader

Your access to unlimited PropertyCasualty360 content isn’t changing.
Once you are an ALM digital member, you’ll receive:

  • Breaking insurance news and analysis, on-site and via our newsletters and custom alerts
  • Weekly Insurance Speak podcast featuring exclusive interviews with industry leaders
  • Educational webcasts, white papers, and ebooks from industry thought leaders
  • Critical converage of the employee benefits and financial advisory markets on our other ALM sites, BenefitsPRO and ThinkAdvisor
NOT FOR REPRINT

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.