"I would first research their company financials and employee demographics to understand how our insurance products could be the best benefit to them. Then, I ask around to see who the decision-maker is so I get in front of the right person. When I call, I present a data set that makes it hard to refuse a meeting with me!"

"In my current position, I utilize all the Salesforce tools to keep notes about all my prospective clients. I remember things about them that seem small but give me an edge. I do much more listening than talking to understand the pain points, and then put solutions together that specifically address their needs, not what I think they need."

In the health insurance and managed care industries, the days of calling around and fishing for information are gone. Sales reps can find most of what they need online, and they need to be prepared so that the door doesn't slam in their face. This question is an opportunity for you to describe your sales process and how you close with your customers.