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.
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