Once you’ve taken the time to pre-qualify the prospect, knowing ahead of time that he can qualify for final expense burial insurance, that he has an account to draft monthly premiums, and that he has a budget he can confidently commit to, how do you present final expense life insurance in a way that persuades the prospect to buy today?
The good new is that if you have gotten to this point, and followed the steps I outlined in my other articles, odds are the prospect has an underlying need and ability to buy final expense burial insurance. Even better, he most likely respects you as a final expense life insurance professional, and will most likely buy from you if you can demonstrate what you do is obviously a benefit to the prospect.
Luckily in the final expense business, there are many inferior life insurance products, and your goal is to clearly compare and contrast what the competition offers to what you offer, factually showing the prospect how what you sell is of superior value.
Agents should be trained on how to show prospects what the mail order and television commercials offering burial insurance hide in the fine print; simply showing them the facts is usually enough to emotionally bother the client enough that he see no value in buying from your competition.
Once you establish the facts of the competitions’ shortcomings, that is when the final expense agent demonstrates what makes his burial insurance product different and clearly more beneficial.
The presentation is fact-focused, and does not rely upon hard-sell tactics; honestly, agents will see no need to hard-sell anyway assuming they can effectively communicate and show the prospect the inferiority of the competitions’ life insurance products while demonstrably showing why the agents’ final expense burial insurance products are superior.
Selling this way is called “consultative selling,” and you seen as the advocate for the prospect’s best interest, as you took the time to educate the prospect on his options. In return, you will garner more respect and trust this way compared to replying on old rapport-building tactics.
Consultative selling in the presentation is where real rapport is built, which is what truly closes the sell.