Within the member section of this site, I have a presentation that has worked very well for me. However, I have had many times where the presentation in itself was not good enough to close the sale. This is when you have to work a little harder and use some strategy.
The following was introduced to me by a very successful insurance agent. It's called a "Sales Cycle," and it works very well in Final Expense Life Insurance sales.
1. To the client: “Do you have any questions over anything we have covered so far?” Answer any and all questions!
2. “It makes pretty good sense doesn’t it; being able to protect your family, and not having to worry about passing the burden of paying for your funeral on to your family”
3. Give the client 3 choices and ask: “Which one best fits your budget?”
4. ACPA (Assume Consent with a Physical Action) “Who do you want as your beneficiary?”
5. If you get any push back or objection you say: “I can understand that; many of my clients feel the same way when I first speak with them.”
6. Then you say: “”Let me tell you a story.” The story should consist of another individual that wanted to wait, and did. 3 months later they were diagnosed with cancer or some other terminal disease and died. It is best to tell your own story, but you could borrow someone’s until you have this happen to you.
7. “Is there any reason other than money; that you would not want the benefits of this policy to protect yourself and your loved ones against the cost of a funeral?” LET THEM ANSWER!
8. “So if it was free you would take it?” Wait for them to answer! This is called a smoke out because it gets down to the real reason why they do not want to buy. Typically you will hear something like; “I would take it, but it is too expensive.” Re-calculate a premium and then go back up to # 3 and repeat.
In most cases, they will pick one of the lower premiums and when this happens, I usually say:
"Mrs. Jones, I think that is best for you too. You know, many of my clients start off small and then, when they are used to the payment, they gradually increase it. However, Mrs. Jones, $5,000 is still a lot of money to leave your family and I can guarantee you that they will be very happy that you did this for them. Mrs. Jones, do you know your Social Security number by heart?...."
Put your head down and start filling out the application...