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:
Does this person have an account to draft?
Does this person 100% have the ability to pay for a policy as long as it stays below a specific price?
Does this person have an urgent, emotional reason to NEED and WANT the coverage?
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!