Speaking with one of my client’s reps yesterday, he gave me insight into what worked for him when selling insurance in a previous life in his native America. One of his favourite questions at the very start was
“if you were designing your own solution, what would you have in it?”
He reckoned this worked well as it made the prospect think. All too often they’re used to reps coming and pitch pitch pitching away. It’s a neat qualification tool in one sense, to see how much thought they may have applied to it. It’s also a great way to uncover requirements and needs. And of course it’s always better to have them talking more than you do.