Have you heard this before? "Make sure you are selling VALUE". It's become this vague, vanilla rally cry for when you have lower-priced competition out there. Don't sell value, let's "Tell Value". Let's use real stories from in the field. I have a client- she is a florist. She had 5 weddings last weekend. 5 brides. 5 sets of pictures that would last forever. 5 new beginnings. Thursday night- the refrigerated trailer she rents for big days like this, freezes all of the flowers. Inwardly, she FREAKS OUT! Outwardly, she is a total pro and pulls it off. She and her team rallied like the Patriots V. Atlanta when they were down 28-3 at half in that Super Bowl. No one that didn't need to know, knew. This was one of the greatest florist comebacks ever. I tell her we should file this claim and can't imagine a scenario where it isn't covered. We promptly deny this claim. I, inwardly FREAKED OUT. Outwardly, I professionally express concern and tell my client we are on it. It was our turn to rally. After 4 days of reading documents, making calls, and staying in close communication with everyone, claims covered it. I was so happy! That is value. You want to put a number on it? That was worth $11,000 to my client. Do you think she minds if her policy is $600 more a year? Create these stories, bank them, and use them when you meet new prospects.
Awesome!!!
CEO/Founder of Weaver Sales Academy 🎙The Insurance Buzz 📚Game Changer 🙌🏼Insurance Business Coach + Sales Training Expert
5moThis is what it’s all about. QUIT trying to save customers money and start giving them the absolute best policies you have so when it comes claim time they are covered and happy 💯 Same with current customers and rate increase calls. Start educating and telling stories around what their policies do for them and what the possibilities are of lowering coverages or increasing deductibles. Story selling is the key to educating and empowering both prospects and clients 💯 Keep up the great work my man 👏