Full Dis-clothesure

February, 2015

I've talked to a number of customers lately who thought they bought one thing and actually bought something quite different. The problem was, the person who sold them that "solution" didn't make sure they understood what they were buying and convinced them that the solution was elegant. It's like the king in the fable: No matter how you dress it up, eventually the customer will see that they aren't wearing anything. The sale was made, but will the customer be happy? More importantly, will the customer be loyal?

Taking the time to understand a customer's needs, and then offering a solution that fits those needs, will earn your customer's trust - even if you don't make a sale. When you take the time to work with someone, they are much more likely to introduce you to someone they know who needs your help. When you make sales to those people will you think that original time was wasted?

Investing time,

Dave Ferguson

Insurance Tip:

During the annual open enrollment period for Obamacare anyone can get health insurance no matter their current health. Many are eligible for a subsidy and don't realize it. Open enrollment will end on February 15, but people who have qualifying life events will be entitled to special enrollment periods thereafter. If you know someone who needs expert help understanding their options, have them visit my website or give me a call at 847-502-2663. There's no cost or obligation.