Which approach should be applied when renewing a quote?

Question

Options

• AProduct led approach
• BSolutions led approach
• CReward led approach
• DConcerns led approach

• A
  13% (2)
• B
  73% (11)
• C
  7% (1)
• D
  7% (1)

Explanation

Solutions led approach (B) is correct because when renewing a quote, the focus should be on understanding the customer's evolving needs and presenting tailored solutions that address their specific situation - this builds value and justifies the renewal rather than simply repricing existing coverage or terms.

• A (Product led) is wrong because leading with product features during renewal ignores whether those products still fit the customer's current circumstances, making it a generic rather than personalized conversation.
• C (Reward led) is wrong because anchoring the renewal on discounts or incentives undermines perceived value and trains customers to shop around for better rewards rather than recognizing the solution's merit.
• D (Concerns led) is wrong because while addressing concerns is important, leading with concerns creates a defensive, reactive tone rather than a proactive, value-driven discussion.

Memory tip: Think "SOLVE before you SELL" - renewals are the ideal moment to re-diagnose the customer's situation and re-position your offering as the solution, not just a repeat transaction.

No community discussion yet for this question.