In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss what are some of the worst questions that producers ask at the point of sale.
Episode Highlights:
David mentions one of the absolute worst things that any salesperson can do. (1:55)
David shares a story about a lady who loves to take meetings just to take meetings. (4:40)
Kyle mentions that asking what keeps them up at night about their business is a good question. (6:44)
Kyle mentions why some people go in with the wrong mentality and wrong mindset. (10:13)
David gives us another worst question which is, what's your premium? (11:06)
David shares a story about a large national brokerage house. (17:06)
Tweetable Quotes:
“If you just walk in there and ask for the pain points so you can sell them something, that's lame and weak.” - Kyle Houck
“When you're asking the questions such as, what are the things that keep you awake at night, you're listening to be able to give them a solution to that problem as opposed to selling them the product.” - David Carothers
“If there are deficiencies, it's just another wedge that I can drive. The wedge that I drove was the fact that I don't need to do business the way that everybody always does business.” - David Carothers
Resources Mentioned:
David Carothers LinkedIn
Kyle Houck LinkedIn
Florida Risk Partners
The Extra 2 Minutes
