Business executives today, especially in small-to-medium-sized firms, are work-weary, fighting hard to stay in operation. They are also frightened, fearing that economic and other events outside of their control, may drag their company under, as has happened to so many others. Often, one set of fears leads to others. So, use this negative joining to aid your sales efforts. Temporarily shift the prospect’s attention away from premium payments towards potential “flaws” in their overall property and liability protection. It’s what our Insurance Flaw Finder (IFF) concept is all about. The IFF fans the prospect’s phobia that their firm may be uninsured for perilous exposures. Furthermore, it updates the timeless problem-solution approach to selling. Read More...