Related Topics:
Who are prospects?
and in the Tools section:
Insurance Investment Advisor

While finding a prospect is an obvious first and essential step of the selling process, qualifying the prospect is an equally important second step. Qualifying refers to finding out what a prospect needs or what planning opportunities are available, and what is likely to motivate the prospect to act on the needs and opportunities now. If properly qualified, selling the individual should be a virtual certainty. Most sales that do not close fail because the prospect was not properly qualified and not because sales skills were lacking.

Insurance agents used to receive comprehensive training in qualifying prospects. Companies stopped providing this training to save costs and because once trained, many agents opted to become "independent", or started selling more competitive products through other companies. The faster pace of doing business also contributed to its demise. Conducting a proper qualifying interview uses time of the prospect and the producer that both find difficult to spare.

Recognizing the vital role of the process and the difficulties involved acquiring the necessary skills and finding the mutually convenient time to carry it through, Vortex Business Software created the Insurance Desktop Insurance Investment Advisor, a program that will qualify prospects for the agent at a time convenient to the prospect.
[top]

Related Topics:
Who are prospects?
and in the Tools section:
Insurance Investment Advisor