Competitor Conversations to Drive in New Business: Direct/Specific Competitor Approach (asking for accounts based on knowledge of the competition)

Question 1

Competitor Conversations to Drive in New Business

Direct/Specific Competitor Approach (asking for accounts based on knowledge of the competition)

Answer 1

Written in 2016 / Updated in 2016
Category: Using Travelers’ Stability Against Competitors to Drive in New Business
When to Use: To Influence Agents to Pipeline and to Send More Business to Travelers
Target specific competitors – bring up facts or questions you may have. You don’t need to know their coverages or services, highlight what we have (go on offense).

Question 2

Questions to ask: “I have a lot of accounts from _____________ coming across my desk …

Answer 2

What has your experience with them lately?”

Question 3

Questions to ask: “I heard from one agent ___________, have you heard …

Answer 3

the same thing” (be careful with rumors)?

Question 4

Questions to ask: “What headaches do your best …

Answer 4

customers have?” “Business challenges?”

Question 5

Solutions:

Answer 5

Probe until you can provide or match or improve their current situation with a Travelers solution.