#$#2#$# Imagine eliminating doubt or fear. Envision receiving no objections from your prospect. Here is the insurance sales presentation framework revealed to achieve these goals. #$#3#$# #$#2#$# I recently read an advice article to insurance agents attempting to explain how many different types of prospects exist.
Included was a line or two of tips when encountering each style of prospect. In my mind, there are only two types of insurance prospects. The first is ready, willing, and able to buy. The other, is merely a suspect, who is willing to waste you valuable time. Would it be of benefit to show you how to determine the buyers from suspects? Here you will see my personal proven method. It is an effective use of around 15 minutes of time before the presentation. At that point, you will know who is not worth a presentation. Because of placing so many factors in your favor, the presentation will be with no objection and an 80% closing rate average. #$#3#$# #$#2#$# You will see the bulk of a script, in it revealed exactly what to say and why. This pre-presentation is mastered by following five simple steps. These are what I call the warm up, explanation of your purpose, three emotional choices, taking full control, and lastly nailing it down. #$#3#$# #$#2#$# THE WARM UP Relax in the car, and keep picturing yourself walking out with an application. Only after this is successful do you ring the bell, Start by saying, “Hello, My name is ______ _______, and you are _______ and ______ _______ right? (Prospect responds) “Good, I am here to discuss your concerns about _______, and to find out if I have a sensible solution.” “Is there a table to sit by where it will be comfortable?”. ” I could not help but notice your _______ collection.” It seems fascinating; could I ask you a favor? (Prospect answers okay) You continue, “Could you show me your favorite piece and bring it over here? (Prospect gets piece). Next, you ask, “Why is this particular piece your favorite, and how long have you had it?” (Encourage prospect to talk) Lastly, you inquire, “Do you mind if a take a picture of you and your ______ on my phone picture so I could show my spouse? (Positive reply} #$#3#$# #$#2#$# Of course, you could have used a new car in the driveway, a piece of furniture, or their main hobby. Then you would follow the same pattern. You have achieved three main selling skills here. The initial one is confidence, which you began with by picturing making a sale. The next one is likeability. When you take a genuine interest in your prospects, they will like you. They rarely buy anything from someone they do not like. You second sales skill you committed them to agree to sit by a table. The number of insurance sales people that try to give a presentation across the expanse of a living room is incredible. #$#3#$# #$#2#$# EXPLANATION OF PURPOSE The second phase of your pre insurance sales presentation is critical. Here is where you do what others do not do. This throws you prospect off guard, and forces them to listen closely to every word you say. Now you are going to straightforwardly explain to your prospect exactly what you are going to do. Begin by saying, “I don’t consider myself to be a sales person, so please look at me as a information provider.” “First I will look at your situation and concerns and determine if you even need ____ insurance.” “If you do no have a true need, I will leave right then, as I have a lot of other people to see.” Stop and flip your finger through a rubber-banded stack of 50 possible prospect cards you have on the table. #$#3#$# #$#2#$# Continue with, “Does that sound okay with you?” The common response is a buying signal. It could be “Sounds good to me, fine with us, I appreciate that, or yes.” If you ever get “I don’t know” or some other stupid response stop for a moment. Reply with, “I guess I made a mistake coming out here.” “I’ll leave right now, so I have time to talk with someone else.” Unless they beg you to stay, leave. A prospective buyer would not say this, but a suspect would. With your true prospects you picked up two additional selling skills. First you act and sound like a true professional. Next you just raised that important trust level they must have in you by 200%. #$#3#$# #$#2#$# THREE CHOICES You cannot skip this step and it is so easy to perform. Pull out a legal size yellow pad. Write on the top in big letters, “Your main need.” Then say to your prospects, I am going to write down three possible reasons why you have me here, is that all right? (Get response). The first item you write is “security”, much better than writing the word fear. Next, you write, “protect what I have.” The third item you write down is “accumulate wealth.” Turn the pad around, focusing at the wife, ask, “Would you please put a check in front of the item most important to you right now.” Wait for them to do so. Reply, “Thanks, for your help.” #$#3#$# #$#2#$# Examine the selling skills that were superbly executed. A big one is finding out what emotional reason causes your prospect to buy. Only with this knowledge can you achieve a super closing rate. People buy on personal emotional needs being fulfilled. Your presentation later should only focus on the need that they have checked. Secondly, you got your prospects involved in the decision and buying process. They feel you are working as a team. A master selling skill was pre set up to get your prospect to buy from you. (No hard selling) #$#3#$# #$#2#$# TAKING CONTROL You have already been in control but now it the time to firm it up. However, you must speak like a confident, firm person in control. Start this section with, “I am not going to waste your time talking about my insurance career history, promoting an insurance company, or negatively discussing other similar products.” “You have me here to find out if what I offer can benefit you, isn’t that right?” (Prospect gives positive response) Continue with “Good, I feel you must know how what we discuss personally benefits you.” “Plus you then have to determine if the cost makes it worth pursuing.” “Does this seem sensible to you?” (Affirmative reply given) #$#3#$# #$#2#$# With the questions and you have enforced more selling skills. You have achieved integrity. You cannot sell integrity. Your Integrity is a quality that can only be willing perceived and injected into a prospect’s mind. Their confidence, produced by your openness, has almost peaked. By themselves, you having them thinking ahead you will help them make the right decision. You have already eliminated almost every possibility of an objection. #$#3#$# #$#2#$# NAIL IT DOWN There is little left to overcome, and you have even yet talked about your product. Now pound in the final preliminary nails. Open with, “I want to say you time, and make sure the right decision is made.” “Therefore, I am going to present two different options, based on your needs, to solve the gap you might have.” “One will be filled with numerous benefits to provide a fairly complete solution.” “The other plan will only show minimal benefits, and a lower investment of money.” “Provided we get that far, how does that sound?” (Wait for affirmative response). #$#3#$# #$#2#$# It is time for you to give an analogy, so they can picture your professionalism. You might say, “It is sort of like hearing a noise in your car and going to a trusted mechanic. The honest mechanic might say to you, I can fix this immediate problem for not that much. However, I also noticed a small somewhat defective part that could cause this problem to worsen. He is not out to take your money but to abide by what you decide. “So is it okay if I give you two choices, and then let you decide which is best?” (Positive reply) #$#3#$# #$#2#$# You have accomplished the granddaddy of selling skills. You have committed your prospect to buying before presenting. A very short presentation is sufficient. At the end, you close by looking more at the wife, and saying this. “Now, which of these two plans is most beneficial to you?” Wait indefinitely, the discussion is over, it becomes a matter of which one, an
d my bet is that the wife will pick the higher benefit plan. (An experienced sales pro tip). When your prospect has the best possible opinion of your professionalism, and has pre committed to buy, it is virtually a no objection victory. #$#3#$# #$#2#$# When I developed this approach, my personal closing ratio leaped from a respectable 60% to an outstanding 90%. Along with this come solid cases with often over 25 years of renewals. It becomes almost bulletproof for a competing agent to get your client to drop the policy you let them buy. #$#3#$#
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