Selling the Product
After you know your prospect can qualify for a policy, it is time to sell the benefits of the plan. You should not oversell or go overboard on this step. Most inexperienced salesmen think they need to cover each and every selling point there is. This is not the case. In fact believe it or not, this is the place where you will spend the least amount of time. If you have done your job to this point, and they have told you what is important to them, selling the product will be a breeze.
During this step you want to focus on the original need you established with your prospect in the 'Establishing the Need' section. For example, if the prospect told you they didn't want to leave a burden on their family, you will know to focus on day 1 coverage, benefits never reducing, etc. instead of focusing on the living benefit of case value.
In this step, you should cover 3-5 selling points. Mention them briefly unless you feel the prospect needs a little more information. That means you cover them in 2 or 3 sentences and then move on. If you feel a prospect needs more because they have concerns or questions...then give them a little more.
Here is where you are going to sell to that specific customer's needs or you will walk away empty handed. This approach is designed to help limit the amount of unnecessary talking new sales people do because they are afraid to ask for the sale.
Here are some of the benefits you should cover.
I'm not going to go into details on what each of these benefits do, because they are pretty self-explanatory. If you need a deeper explanation, see the 'Establishing the Need' section and read about replacing policies.
Here are a few other tips you should consider when selling the product benefits.
5 Tips for Selling the Benefits
After you know your prospect can qualify for a policy, it is time to sell the benefits of the plan. You should not oversell or go overboard on this step. Most inexperienced salesmen think they need to cover each and every selling point there is. This is not the case. In fact believe it or not, this is the place where you will spend the least amount of time. If you have done your job to this point, and they have told you what is important to them, selling the product will be a breeze.
During this step you want to focus on the original need you established with your prospect in the 'Establishing the Need' section. For example, if the prospect told you they didn't want to leave a burden on their family, you will know to focus on day 1 coverage, benefits never reducing, etc. instead of focusing on the living benefit of case value.
In this step, you should cover 3-5 selling points. Mention them briefly unless you feel the prospect needs a little more information. That means you cover them in 2 or 3 sentences and then move on. If you feel a prospect needs more because they have concerns or questions...then give them a little more.
Here is where you are going to sell to that specific customer's needs or you will walk away empty handed. This approach is designed to help limit the amount of unnecessary talking new sales people do because they are afraid to ask for the sale.
Here are some of the benefits you should cover.
- Day 1 coverage
- Premiums never increase
- Benefit is never reduced
- Policy never cancels
- Builds a cash value
- Pays regardless of how you pass away
- Your ability to help the family when they need it (customer service)
- They can name anybody they want as a beneficiary
- The money will be there when the family needs it
- It is guaranteed to pay out
- Plan is designed to start with a small, affordable premium and build as time goes on. Add coverage as time goes on (every year or two check back).
- It's a common sense plan because we are all going to have final expenses. Doing it this way simply makes it easier because you are paying it in a lot of little steps, compared to one big payment.
I'm not going to go into details on what each of these benefits do, because they are pretty self-explanatory. If you need a deeper explanation, see the 'Establishing the Need' section and read about replacing policies.
Here are a few other tips you should consider when selling the product benefits.
5 Tips for Selling the Benefits
- Use voice, tone, and volume inflections when explaining the benefits to help keep their attention.
- Talk with your hands (but not too much).
- Be presidential and confident in your presenting. You want to act like you are the CEO or top executive for the company you represent.
- Be conversational, but keep the conversation moving. If Mrs. Jones wants to tell you a 2 minute story...Great! But a 2 hour story is a waste of your time. Look for a pause at minute 2, and somehow bring their story back to the presentation.
- Focus 100% of your attention on the customer and what they need to hear.