THE MOST DYNAMIC IN-HOME FE SALES PRESENTAION WITH INCREDIBLE - - PowerPoint PPT Presentation

”THE MOST DYNAMIC IN-HOME FE SALES PRESENTAION WITH INCREDIBLE RESULTS”

Your Partner in Success

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”
• “ROMANCE THE PRESENTATION”
• “RELAXED” - LOW KEY AND

UNASSUMING

• “HUMBLE AND HUNGRY”
• “BUILDING A CASE”
• F - FAMILY
• O - OCCUPATION
• R - RECREATION
• M - MONEY
• TRANSITION INTO PERSONAL

CREDIBILITY STATEMENT

PERSONAL CREDIBILITY STAGE

“THIS IS WHERE THE SALE IS MADE” “WALK A MILE IN THEIR SHOES” “SET MYSELF APART FROM THE COMPETITION”

• STRONG, PERSONAL AND

IMPACTFUL STORY

• USE KEY IMPACT WORDS AND

PHRASES

• SET YOURSELF UP AS THE

EXPERT (DOCTOR)

• TRANSITION INTO NEED

DEVELOPMENT

NEED DEVELOPMENT STAGE

“PEEL THE ONION” “FIND THEIR WHY” “NO NEED = NO SOLUTION”

• 3 OPTION QUESTION - SHOW

THE LEAD CARD

• FIND OUT ABOUT OTHER

COVERAGE IN PLACE

• PREPARE PROSPECT’S MIND FOR

ADDING ON MORE COVERAGE

• TRANSITION INTO HEALTH

QUALIFICATIONS

HEALTH QUALIFICATION STAGE

“PLACE PROSPECT WITH RIGHT CARRIER BY ASKING QUESTIONS” “CHECK PRESCRIPTIONS AGAINST CARRIER DRUG GUIDES”

• PROSPECT GOES AND GETS

MEDS -YOU GO CAR AND GET BAG

• ASK ABOUT PRIOR

MEDICATIONS AND CONDITIONS

• CALL UP LINE FOR HELP AND

SUPPORT

• TRANSITION INTO PROSPECT

RECEIVING DISCOUNTS

DISCOUNT STAGE

• “EVERYBODY LOVES

DISCOUNTS”

• “USE CERTAIN IMPACT

WORDS AND PHRASES”

• “KNOCK OUT POTENTIAL

LANDMINES”

• TOBACCO
• ALCOHOL
• EXERCISE
• BANK & CREDIT UNIONS
• TRANSITION INTO URGENCY

CREATING A SENSE OF URGENCY STAGE

“MOST PEOPLE ARE MIDDLE OF THE ROAD THINKERS” “NOT TOO HOT, NOT TO COLD - LUKE WARM” “I GOTTA GET THEM OFF CENTER POINT” - “PAINT PICTURES”

• DON’T BUY INSURANCE WITH MONEY BUT WITH HEALTH
• WHILE YOUR WINDOW OF OPPORTUNITY IS STILL OPEN
• BEFORE YOUR WINDOW CLOSES
• SOMEBODY WENT TO BED LAST NIGHT AND DIDN’T WAKE

UP

• SOMEBODY WENT TO BED LAST NIGHT AND WOKE UP

VERY ILL

• KIDS GOT TO FUNERAL HOME AND NOT ENOUGH

COVERAGE

• KIDS GOT TO FUNERAL HOME AND POLICY HAD EXPIRED
• TERM - IT’S LIKE BREAD, MILK & CHEESE - EXPIRATION

DATE

• UL - IT’S LIKE A SLOW LEAK IN A TIRE IF UNDER FUNDED
• WHILE EVERYONE IS BRINGING YOUR FAMILY BILLS, I’LL

BE BRINGING YOUR FAMILY CHECKS

• TRANSITION INTO CARRIER

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

“THIS IS WHERE WE CHECK THE BUYING TEMPERATURE OF OUR PROSPECT” “PEOPLE LOVE TO BUY BUT HATE TO BE SOLD”

• MS. BETTY, IF I COULD FIND YOU A

GREAT COMPANY LIKE _____, THAT OFFERED VERY AFFORDABLE RATES IN ORDER TO PROTECT MARY AND NOT BE A BURDEN ON HER, WOULD IT MAKE MORE SENSE TO BE INSURED RATHER THAN UNINSURED?

• GET AFFIRMATION BEFORE

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