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Behavioral Bites
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How Relevant Are You to Prospects?

Posted By Warren Cormier, Friday, January 4, 2019

One of the most common phrases I've heard from sales people is, “I can’t get the prospect to give me even five minutes!” It’s likely because you are irrelevant to their personal or business success. The reality is that most requests for an initial meeting are perceived as being asked by a stranger for a personal favor that may not have any obvious return.

A concept we have developed that has shown remarkable results is called the “free meatball.” Recall how you feel when you are served a free and unexpected delicacy (maybe a meatball) from the chef before you have even ordered dinner. Applying that concept to approaching plan sponsors is sure to increase the success of your attempts to kick down doors. You have a wealth of potential free meatballs -- things you can offer for free that have substantial value to the plan sponsor. Think about it.

Tags:  behavioral bites 

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