Selling your value proposition in a hardening mark

As the hardening market continues, our Business Development Managers (BDM’s)
look at some quick tips on how best to help your employees deal with the common
questions and awkward moments which may arise during a sales pitch.

Broker Network BDM’s have one to one relationships with all our Members, helping
them to make the most from our insurer and business services.

Know your company strategy

Having a clear and unequivocal set of business objectives is fundamental to business
growth and success. In the broking world, selling up to a value and not down to a
price will ensure profitability.

You’re the expert!

It’s unlikely that you will encounter insurance experts that know more about the features
and key benefits of the products than you. Brokers are trusted business advisors whose
skills are highly prized. It’s paramount that brokers must communicate, both verbally
and in demeanour, the real value of your proposition to the customer.

Look beyond price

High value businesses do not compete on price, they differentiate on delivering
excellent service which is of demonstrable value to the client. This is key to surviving
in today’s market.

                   “Let’s leave price aside for a few minutes and talk about what 
                        you need? I’m confident we can get the right deal for you.”

If price is a sticking point try the tactic: “Let’s leave price aside for a few minutes and
talk about what you need? I’m confident we can get the right deal for you.”

And if it’s still the sticking point, focus on questions leading into ways of discussing
price negotiation which will give you the chance to become creative in finding solutions.
The general rule in negotiating is that if you must give ground, then it’s on the basis of
getting something in consideration. For example, “I can look at doing that, if we have a
longer term commitment from you.”

It’s all about attitude

Finally, get into a positive frame of mind when entering into any selling negotiation and
especially in reference to a price discussion. Know what you want before you start negotiating.
Be positive. You can achieve your goal.

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