Recently, I was asked to present in a sales seminar for one of our clients. The topic was something near and dear to me — changing from a product-based sales approach to a solutions-based approach. The client requested we share how we made this transition at our shop. I was excited to share this story as it’s something I’m passionate about and knew it would be beneficial for our clients’ sales team.
Before we began to share our story, several people asked, “Why are you presenting to us, aren’t you in insurance?” I responded, dripping with sarcasm, “Yup, I’m the insurance guy ready to sell you my host of products and my lists of services.” In all seriousness though, why was I asked this question? Is it really that unusual for me to be presenting at a sales seminar? After all, the last time I checked, we are in sales … right?
