Your Partner in Success ”THE MOST DYNAMIC IN-HOME FE SALES PRESENTAION WITH INCREDIBLE RESULTS”
THE PSYCHOLOGY OF THE SALE - “THE MINDSET” • EVERYONE COMMUNICATES, BUT VERY FEW CONNECT • FACING RESISTANCE • FACING THE ENEMY • FACING CHANGE • SELF IMAGE -THE DOCTOR OF INSURANCE • BE A DETECTIVE - NOT AN INTERROGATOR • DOLLAR SIGN VERSUS VALUE SIGN • 5 REASONS PEOPLE DON’T BUY • UNCOVERING LANDMINES • THE BEST CLOSE
THE CONNECTIVITY STAGE • “EMOTIONAL SALE” • F - FAMILY • “ROMANCE THE PRESENTATION” • O - OCCUPATION • “RELAXED” - LOW KEY AND • R - RECREATION UNASSUMING • M - MONEY • “HUMBLE AND HUNGRY” • • “BUILDING A CASE” TRANSITION INTO PERSONAL CREDIBILITY STATEMENT
PERSONAL CREDIBILITY STAGE • STRONG, PERSONAL AND IMPACTFUL STORY “THIS IS WHERE THE SALE IS MADE” • USE KEY IMPACT WORDS AND PHRASES “WALK A MILE IN THEIR SHOES” • SET YOURSELF UP AS THE EXPERT (DOCTOR) “SET MYSELF APART FROM THE • TRANSITION INTO NEED COMPETITION” DEVELOPMENT
NEED DEVELOPMENT STAGE • 3 OPTION QUESTION - SHOW THE LEAD CARD “PEEL THE ONION” • FIND OUT ABOUT OTHER “FIND THEIR WHY” COVERAGE IN PLACE • PREPARE PROSPECT’S MIND FOR “NO NEED = NO ADDING ON MORE COVERAGE • TRANSITION INTO HEALTH SOLUTION” QUALIFICATIONS
HEALTH QUALIFICATION STAGE • PROSPECT GOES AND GETS “PLACE PROSPECT WITH MEDS -YOU GO CAR AND GET RIGHT CARRIER BY ASKING BAG • ASK ABOUT PRIOR QUESTIONS” MEDICATIONS AND CONDITIONS • CALL UP LINE FOR HELP AND “CHECK PRESCRIPTIONS SUPPORT AGAINST CARRIER DRUG • TRANSITION INTO PROSPECT GUIDES” RECEIVING DISCOUNTS
DISCOUNT STAGE • “EVERYBODY LOVES • TOBACCO • ALCOHOL DISCOUNTS” • “USE CERTAIN IMPACT • EXERCISE WORDS AND PHRASES” • BANK & CREDIT UNIONS • “KNOCK OUT POTENTIAL • TRANSITION INTO URGENCY LANDMINES”
CREATING A SENSE OF URGENCY STAGE “MOST PEOPLE ARE • DON’T BUY INSURANCE WITH MONEY BUT WITH HEALTH • WHILE YOUR WINDOW OF OPPORTUNITY IS STILL OPEN MIDDLE OF THE ROAD • BEFORE YOUR WINDOW CLOSES • THINKERS” SOMEBODY WENT TO BED LAST NIGHT AND DIDN’T WAKE UP • SOMEBODY WENT TO BED LAST NIGHT AND WOKE UP VERY ILL “NOT TOO HOT, NOT TO • KIDS GOT TO FUNERAL HOME AND NOT ENOUGH COVERAGE COLD - LUKE WARM” • KIDS GOT TO FUNERAL HOME AND POLICY HAD EXPIRED • TERM - IT’S LIKE BREAD, MILK & CHEESE - EXPIRATION DATE “I GOTTA GET THEM OFF • UL - IT’S LIKE A SLOW LEAK IN A TIRE IF UNDER FUNDED • CENTER POINT” - “PAINT WHILE EVERYONE IS BRINGING YOUR FAMILY BILLS, I’LL BE BRINGING YOUR FAMILY CHECKS • TRANSITION INTO CARRIER PICTURES”
CARRIER RECOMMENDATION STAGE “PEOPLE AREN’T NECESSARILY BUYING A PRODUCT, BUT REALLY BUYING YOU” • ESTABLISH CARRIER CREDIT • ROMANCE THEIR FEATURES AND BENEFITS • SHOW CARRIER BROCHURE • TRANSITION INTO THE TRIAL CLOSE
TRIAL CLOSE STAGE • MS. BETTY, IF I COULD FIND YOU A GREAT COMPANY LIKE _____, THAT OFFERED VERY “THIS IS WHERE WE CHECK THE AFFORDABLE RATES IN ORDER TO PROTECT MARY AND NOT BE A BUYING TEMPERATURE OF OUR BURDEN ON HER, WOULD IT MAKE PROSPECT” MORE SENSE TO BE INSURED RATHER THAN UNINSURED? “PEOPLE LOVE TO BUY BUT HATE • GET AFFIRMATION BEFORE TO BE SOLD” MOVING FORWARD • TRANSITION INTO RATE CALCULATION
RATE CALCULATION STAGE “KEEP PROSPECT BUSY AND ENGAGED WHILE CALCULATING RESULTS” • WRITE PREMIUM DOWN ON “BENEFITS WORKSHEET” • WRITE DOWN 3 OPTIONS • GIVE PROSPECT BROCHURE OR OTHER LITERATURE TO READ TRANSITION TO THE CLOSING WORKSHEET
THE “CRESCENDO EFFECT” STAGE “VALUE, VALUE, VALUE!” • NEVER GIVE RATES WITHOUT SHOWING BENEFITS • INCREASED ENTHUSIASM AND UP THE TONE • TRANSITION INTO ASSUMPTIVE CLOSE
THE ASSUMPTIVE CLOSE STAGE “BE CONFIDENT, COURAGEOUS, AND ASSUMPTIVE” • 3 OPTION CHOICE CLOSE • HAVE APPLICATION READY • HEAD DOWN • START WRITING • TRANSITION INTO SEALING THE SALE
POST-CLOSE (AVOIDING THE CHARGEBACK MONSTER) “IT’S NOT WHAT YOU SUBMIT BUT WHAT STICKS THAT COUNTS” • COOL DOWN - OPEN ENDED QUESTIONS -TAKE AWAY • TAKING MS. BETTY THROUGH A TEST - HAVE FUN! • PUT TOGETHER A PACKET OF LEAVE BEHIND MATERIALS • TRANSITION INTO BRANDING YOURSELF
Recommend
More recommend
