I like the term "compassionate digging". I definitely agree with all of this with comparison of IL vs AL & MC because it takes much longer to get to empathy with IL prospects (most of the time). As you mentioned in AL & MC it is an urgent need, and you can go to the deeper questions faster. As you said in the video, they are ready to go there because they need help and they know that they do.
Our connections and relationships do make that difference vs the end goal thoughts of just "making a sale". Our prospects can tell when we are genuinely coming from a place of caring and concern.
Integrity and empathy are always paramount, but never more so than when a family is in crisis. Our readiness to meet a family where they are and support them is the very best of our work.
I like the term "compassionate digging". I definitely agree with all of this with comparison of IL vs AL & MC because it takes much longer to get to empathy with IL prospects (most of the time). As you mentioned in AL & MC it is an urgent need, and you can go to the deeper questions faster. As you said in the video, they are ready to go there because they need help and they know that they do.
Our connections and relationships do make that difference vs the end goal thoughts of just "making a sale". Our prospects can tell when we are genuinely coming from a place of caring and concern.
Integrity and empathy are always paramount, but never more so than when a family is in crisis. Our readiness to meet a family where they are and support them is the very best of our work.
I really like the idea of developing a "partnership" at this stage as opposed to the person who is gathering the paperwork. Great description
Now if you could just turn this into a song called - This is what sales is..