Over the years, I watched the insurance industry become more and more commodity oriented.
To win the case in situations like that, you must find ways to bring value to the table above and beyond the transaction. That value may be in tangible economic currency, where you are avoiding other costs to your customer by providing your service or product now. That value may also be found in the relationship you bring and the insights you can share with your customer base.
One of the very best authors on bringing value to your clients is S. Anthony Iannarino. Go read his article. It has some great insights that are applicable to everyone in sales.
Enjoy!Read Anthony’s Post