For an employee benefits broker, prospecting often means convincing the employer to fire the incumbent broker. This isn’t an easy task, especially since most brokers are quoting the same plans from the same carriers. However, there are ways to differentiate and show prospects that you can provide better service and support than their current broker.
One of the most effective ways to defeat an incumbent broker is by asking the right questions. Prospects may not respond to a hard sell about what makes your agency superior, but asking targeted questions can accomplish the same goal. This strategy can pique the prospect’s interest, keep them engaged throughout the sales process and help you close the deal.
This blog offers 16 questions to ask your prospect throughout the sales cycle, to help unseat the incumbent broker and secure the BOR.