You say, “Problems you may have…questions I thought you may be thinking:
1. How is what I’m offering different than your current program?
2. How long have I been working with businesses like yours?
3. How many do I work with? Please share a few names with me.
4. Insurance people talk about service. How do I define it and prove it?
5. How will you be sure I’ll be there for you when you really need me because of a fire or other disaster?
6.What kid of hassles will you have to endure at that time?
7. Will your insurance company bury me with forms and visits, take my time, and disrupt my business?
8. If you buy from me, what steps do I take to make sure we continue to be a good business fit, our office is meeting your expectations and, bottom line, you are comfortable working with us?
9. How often do you confirm I’m getting the best value for my buck?
10. What other benefits, such as helping us meet our sales projections, do you bring to me and our business?
These 177 words so far, help enhance your Intelligent Distinction and continually keep you ahead of the pack. Always address what you know your buyer is thinking. It proves you’ve done your homework and you care about them, not just make the sale.