Protection sales tip of the day: Play PIGY

Name: PIGY Creator: Rose Hooper, Foster Denovo What is it? This old chestnut is a simple approach that allows the client to paint their own picture of problems and implications. PIGY, essentially, is four questions designed to probe and uncover clients' feelings, emotions and practicalities. How does it work? Clients are asked: What Problems would you face if you were too sick to work? What Implications would that have on you and your family? What would you have to Give up? How would You feel? Note the capital letters in the above questions: PIGY! Hooper says: ...