NextGen Benefits Ascend 2026 Summit — AttendAscend.com
Most brokers think consultative selling is about asking a few good questions. But true consultative selling isn’t curiosity — it’s control. The best advisers don’t pitch, guess, or hope. They diagnose before they prescribe.
They dig into the employer’s deficits:
• Where the money is leaking.
• Where the health-care supply chain is failing.
• Where misaligned incentives are driving unnecessary cost.
These aren’t surface-level questions — they’re deficit questions that expose the high-cost status quo and force the buyer to confront the business impact. When you reframe the employer’s pain in financial and operational terms, you instantly reposition yourself from “insurance broker” to strategic business adviser.
And once the buyer sees the real problem, price becomes less of an objection.
Because you’re no longer pitching a product — you’re solving a business problem.
At ASCEND 2026, you’ll learn how to master the discovery process that separates elite advisers from everybody else. You’ll uncover the questions that shift control, reframe value, and turn consultations into commitments.
If you want to close like a consultant, the work begins long before the proposal.
It starts in discovery.
Learn how — only at ASCEND.