Sure, this happens to everyone. You have never met the people at the table where you are enjoying a business lunch with, and suddenly, the spotlight is on you the insurance agent with great policies to sell to those in attendance. While you may have never met the people at your table, other than to shake hands hello, do not speak to them as if you had never met. Now is the time to talk to them like you know them.
This does not mean launch into a hard sell for your favorite policy. It means treating everyone at your table and in the room like they are partners in a venture with you and you would sure like them to come along and learn a few things they may not know about A or B. Call it a moment of education about what insurance can do for people and its benefits. Selling softly is often the best way to open the door to previously reluctant buyers. Watch the room light up when you engage the people in it in a non-salesy way.
