Mid-Week Sales Tip: Ask the tough questions up front

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How do you ask the tough questions up front?

You first need to decide what questions need to be asked to determine if someone is a buyer or not.

For me, what I need to know in order to make a deal happen is:

  1. Does this person have an account to draft?

  2. Does this person 100% have the ability to pay for a policy as long as it stays below a specific price?

  3. Does this person have an urgent, emotional reason to NEED and WANT the coverage?

  4. Does this person's health allow them to qualify?

Our goal is to ask these questions using the DMI Final Expense Marketing System, so the agent does not have to on the sales call.

The quicker we ascertain this information, we will: a) determine whether or not the lead has a high chance of buying while continuing the sales process, or b) determine if the lead is a low-odds chance.

The best salesmen are deliberative and consultative in nature. They ask the tough questions right away. And they figure out as quickly and as politely as possible if the person on the other end of the phone is a buyer or a pretender.

So start asking the tough questions! Ask who they have their coverage with. Ask for what reasons they want more if they have current coverage. Dig into what they want their policy to do for them. Feel comfortable asking for a budget range commitment.

These questions will draw out valuable and useful information and give you the ammo to make the sale. There's nothing more convincing to the prospect than saying out loud the thoughts he has kept inside his head. There is something powerful when the prospect says out loud, "I need to get life insurance. This is something I've been thinking about and I know I need it." That's the most convincing words any buyer will hear!

Asking the tough questions and eliciting the lead's feelings about buying life insurance is ultimately a very powerful way to sell because buying becomes the lead's idea (not yours). All we do as salesmen is to bring out that idea and show them how it can easily become a reality.

So, ask the tough questions! It makes ALL the difference in making the sale.

Dunhill is here to help you generate and close more business, from sales tips like this to our new Final Expense Marketing System, which generates, organizes, and re-targets prospects.

Click below to get started today!

Mid-Week Sales Tip: Sell to your client's needs based on their budget

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Qualifying for a policy based on health doesn't matter if your client can't afford it.

Before you start writing, you must find out which plans fit your client's budget.

One way you can do this is to ask your client what monthly premium they could afford to pay right now to protect their family later.

If they aren't sure, simply start saying available monthly premium amounts, from highest to lowest. As you announce them, listen to their reactions to see which price is "right."

Another way to prequalify final expense leads based on their budget is to work backward - ask them if they're aware of how much end-of-life services cost.

If not, inform them of the average costs of cremations or funerals. Using a funeral planning worksheet can assist you with this task. Then go over available policy payout amounts based on your client's final wishes, and ask them how much coverage they'd be interested in having.

Conversation starters for prequalifying clients based on their budget

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Are you aware that end-of-life services can cost thousands of dollars?

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How much premium could you afford now to protect your family later?

Dunhill is here to help you generate and close more business, from sales tips like this to our new Final Expense Marketing System, which generates, organizes, and re-targets prospects.

Click below to get started today!

Mid-Week Sales Tip: Follow up, follow up, follow up

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“We’ve all heard this, but most are lousy at it. How do I know? Because the clients and referral partners who choose to work with me tell me so, and the data from our converted leads confirms its effectiveness.

Even the warmest leads and your past clients (those who already know and trust you and should be your biggest fans) need to be consistently followed up with.

With only a finite amount of time available, the best ways I’ve found to ensure this always happens are to either delegate or automate. We have a virtual assistant with scripts interacting with our CRM and consistently calling, emailing, and texting leads and clients.

We also utilize automated lead nurturing software to continue to engage with leads until they reply (there are many options available for this, depending on your industry). At the bare minimum, schedule follow-up in your calendar.

We’ve found that even warm leads, that have specifically requested information on our product/service, don’t engage us until around the 8th contact."

-Bri Lindley

Working your leads with consistency and persistency is key to your success! Use the tools built into the DMI Final Expense Marketing System to maximize your efforts!

Dunhill is here to help you generate and close more business, from sales tips like this to our new Final Expense Marketing System, which generates, organizes, and re-targets prospects.

Click below to get started today!

Mid-Week Sales Tip: Keep control of the conversation

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Remember, you are the expert authority on Final Expense coverage.

To keep the position of authority, you need to be prepared to always direct the conversation back to the script.

Identify the "Early Out Brush Off." This occurs when a potential client says, early in the conversation, "Ok great, just run me a quote for $10,000 in coverage."

An inexperienced telesales agent may consider this a victory, when in fact it is the easiest way to get you off the phone.

Have a response prepared that will get you back on script.

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An example of a strong response is: "Ok, no problem. That's my job! Let me just verify, this is for coverage where if you were to pass away, the money would go to your family to cover the cost of your burial. This is what you are looking for, correct?"

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I cannot stress enough how powerful this response is. Once they answer your question with a "yes," get right back to the script. This is how you control the conversation. This response will work with almost any question they ask. Use this like a broken record to get back on script!!

Dunhill is here to help you generate and close more business, from sales tips like this to our new Final Expense Marketing System, which generates, organizes, and re-targets prospects.

Click below to get started today!

Mid-Week Sales Tip: Focus on customer challenges

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Sales Tip: Focus on customer challenges

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The ultimate goal of telesales is not to trick prospects into getting a product that doesn't work for them but to provide beneficial solutions for solving daily business challenges.

This requires a two-way conversation where the agent proceeds with the qualifying questions and the prospect articulates their needs.

The key thing here is to talk less and listen more, as it is an essential way to build trust and make a person feel valued.

Summary

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When we interact with prospective clients with a goal to service, as opposed to a goal to sell, our productivity will increase.

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Find out what the client needs from you; what was the reason they reached out to you? What budget is available to service their needs?

Dunhill is here to help you generate and close more business, from sales tips like this to our new Final Expense Marketing System, which generates, organizes, and re-targets prospects.

Click below to get started today!

Mid-Week Sales Tip: Have a strong script

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Sales Tip: Have a strong sales script

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Keeping a strong insurance telesales script on hand will help keep you from stumbling, (signaling to your clients you aren't confident) and keeps you in perfect form.

It will need to sound natural, so you can add some of your own flavor.

A script is a good reminder to always ask questions and have several soft closes before you go for the final hard close.

Insurance telesales can be a lucrative business. Don't let horror stories scare you away from picking up the phone and hitting up your leads!

92% of agents fail because:

The give up and don’t work hard.

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They don’t have enough leads.

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Lucky for you, the DMI Final Expense Marketing System provides you with both leads and strong sales scripts!

Dunhill is here to help you generate and close more business, from sales tips like this to our Final Expense Marketing System, which generates, organizes, and re-targets prospects.

Click below to get started today!

Mid-Week Sales Tip: Explain things in detail.

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Sales Tip: Explain things in detail.

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I picked this tip up from an experienced Final Expense telesales veteran.

Bottom line, make sure you explain the insurance process in detail to your prospect.

For example, break down, step-by-step, what the client should expect on the insurance company phone interview BEFORE you call.

Explain your agenda early on in your sales presentation so the client knows what to expect and understands the purpose of your call.

The more you clarify expectations and processes, the more likely your client is to be on board with buying from you.

Summary

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Final expense telesales is a viable sales and marketing model not only for call centers but for insurance agents, too.

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If you're transitioning from face-to-face to telesales, expect to make adjustments to your prospecting and selling strategy.

Dunhill is here to help you generate and close more business, from sales tips like this to our new Final Expense Marketing System, which generates, organizes, and re-targets prospects.

Click below to get started today!

Mid-Week Sales Tip: Ask (and assume) with confidence!

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Sales Tip: Ask (and assume) with confidence!

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Enthusiasm is contagious!

Exude confidence in asking and assuming the sale.

The quicker you show confidence interacting with your prospect, the more likely you'll convert more of your telesales presentations.

And while confidence is always important in any sales call, it's doubly important for the telesales rep.

You do not have access to the same visual cues that unconsciously build confidence that many face-to-face agents take for granted.

If you come off as coy, unconfident, or unenthusiastic, chances are your prospect will sour on doing business with you. They just "won't feel good" about you as an agent and retreat into defense, preferring to pass up on your offer, avoiding buying from someone they don't entirely trust.

How do you exude confidence?

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Be happy, have fun!

Have a heart for helping your client first and foremost.

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Don't make a big deal out of asking for vital information like Social Security and checking account numbers. Treat them like any other questions you ask your prospects.

Dunhill is here to help you generate and close more business, from sales tips like this to our new Final Expense Marketing System, which generates, organizes, and re-targets prospects.

Click below to get started today!

Mid-Week Sales Tip: Slow. It. Down.

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Sales Tip: Slow. It. Down.

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Here's a big tip for you first-time telesales agents...

Simply SLOW DOWN your final expense sales presentation over the phone.

Your biggest disadvantage of selling over the phone is the lack of body language and visual cues to strengthen the bonds of rapport and trust between you and your prospect.

And the core component to sales success... especially selling over the phone... is building a solid level of trust.

What can you do to build better levels of trust over the phone?

Focus not just on WHAT you say, but HOW you say it.

When you’re building rapport, take time to REALLY connect with your clients.

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Avoid rushing immediately into the sales presentation. Instead, REALLY get to know your client. Show them that you care about more than simply making a sale.

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It may seem strange at first to slow down and go deeper into rapport-building, but over time, you'll become comfortable with it.

Dunhill is here to help you generate and close more business, from sales tips like this to our new Final Expense Marketing System, which generates, organizes, and re-targets prospects.

Click below to get started today!

Mid-Week Sales Tip: Use Imaginative Language

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Sales Tip: Use Imaginative Language

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A weakness in telesales is lacking the visual capability to explain things.

For example, you cannot show sales materials brochures, et cetera, to make your case over the phone as you can in person.

That's why it's imperative to use visual language to "paint the picture" for your prospects in final expense telesales.

As often as possible, I like to use phrases such as:

  • "Can you picture..."

  • "Imagine for a moment..."

Both phrases conjure up images in your prospect's mind. This facilitates a deeper and more emotional understanding of what you're explaining.

EXAMPLES

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"Imagine what would happen if you passed away with no coverage and your kids would have to pay the bill. How would you feel?"

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"Imagine you had a term plan that was canceled at 80 years old, and all those years you paid were for nothing. How would you feel?"

Bottom line, these are powerful phrases you should use in every telesales conversation with prospects.

Dunhill is here to help you generate and close more business, from sales tips like this to our new Final Expense Marketing System, which generates, organizes, and re-targets prospects.

Click below to get started today!