We’ve spent a lot of time talking about what myFlex is and how it is not your traditional benefits plan. But what does that mean for you? How do you sell a product that’s so different from what you’re used to?
Because myFlex is not a traditional benefit plan, it requires a non-traditional approach to selling. Because most benefits plans available to small business have typically been one-size-fits all, the sales conversation is usually focussed on price.
But myFlex is more ideally suited to a solution-based approach to selling. This approach involves identify and isolating the client’s challenges, and then recommending a solution that specifically addresses those challenges – even if it isn’t the lowest priced option.
The key to the solution-based selling approach, is to ask targeted, thoughtful questions that will help you understand the client’s pain points or challenges. Here’s a discussion tool we have created to help you ask the right questions.
If you can come out of the conversation with a clear understanding of the challenges your client is trying to solve, it will increase your value in their eyes.
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