Risk & Business Magazine Rogers Insurance Spring 2016 | Página 14

What’s the Prospect Really Saying?
Look Past the “Buying Signals” and Ask More Questions
BY: ERIC FRY, MANAGING PARTNER, SANDLER TRAINING

M

aria was quite certain she’d laid the
groundwork for a really big order.

Her prospect, Bert, was asking lots of
questions during her presentation. He
was smiling a lot. He was nodding his
head. He was sending all kinds of classic
“buy signals.” Near the end of the meeting,
Maria asked Bert what he thought of
everything they’d discussed. Bert looked
her right in the eye, nodded, and said:
“You’ve done a great job, Maria. I’m
definitely inclined to plac