Find the Need to Generate Annuity Sales, Need Selling Means Annuity Sales
The Fact Finder will tell you how a prospect feels. The feeling answers found in the fact finder will show you the need. The need could be inflation concerns, income, safety and security, guarantees, almost anything can be transformed from a feeling to a need.
There is an old story about selling that explains the “need to know the need.” It is about a young salesman who was learning the craft from an older professional. The young salesman said after an observation of the older salesman. “You are so good you could sell ice cubes to an Eskimo!”
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