The Art Of Selling Final Expense Insurance Over The Phone
Selling insurance can be a daunting task, especially when doing it over the phone. One of the most challenging insurance products to sell over the phone is final expense insurance, which is designed to help cover the end-of-life expenses of the insured. However, with the right techniques, selling final expense insurance over the phone can become a breeze. In this article, we will explore how to sell final expense insurance over the phone and provide you with some tips and tricks to help you close more deals.
What is Final Expense Insurance?
Before we dive into the techniques of selling final expense insurance over the phone, let's first understand what it is. Final expense insurance is a type of life insurance policy that covers the costs associated with a person's funeral and burial. It is typically purchased by seniors who want to ensure that their loved ones are not burdened with the financial costs of their funeral after they pass away. Final expense insurance policies are usually smaller than traditional life insurance policies and have lower premiums.
Technique #1: Build Rapport
When selling final expense insurance over the phone, building rapport with your potential client is critical. You want to make a good first impression and build a relationship with the person on the other end of the line. Start by introducing yourself and asking how they are doing. Listen carefully to their responses and try to find common ground. Once you have established a connection, you can begin to ask questions about their current situation and whether they have any concerns about their final expenses.
Technique #2: Be a Good Listener
When selling final expense insurance over the phone, it is essential to be a good listener. You want to understand your potential client's needs and concerns so that you can offer them the best solution. Pay attention to what they are saying and ask follow-up questions to clarify any details. Let them know that you are there to help and that you understand their situation.
Technique #3: Offer a Solution
Once you have built rapport with your potential client and understand their needs, it's time to offer them a solution. Explain the benefits of final expense insurance and how it can help cover their end-of-life expenses. Be transparent about the costs and any limitations of the policy. Make sure that your potential client understands what they are purchasing and why it is essential. If possible, offer them multiple options so that they can choose the policy that best suits their needs and budget.
Other Techniques for Selling Final Expense Insurance Over the Phone
Technique #4: Use Social Proof
Social proof is a powerful tool in sales. When selling final expense insurance over the phone, you can use social proof to your advantage by sharing success stories of other clients who have purchased the policy. This can help build trust and credibility with your potential client and make them more likely to purchase the policy.
Technique #5: Overcome Objections
It's common for potential clients to have objections when considering purchasing final expense insurance. They may be concerned about the cost, the limitations of the policy, or simply not see the value in it. As a salesperson, it's your job to overcome these objections and help the client see the benefits of the policy. Be prepared to answer common objections and provide examples of how the policy has helped other clients.
Technique #6: Follow Up
Finally, one of the most important techniques for selling final expense insurance over the phone is to follow up with potential clients. Don't be discouraged if they don't purchase the policy on the first call. Instead, ask if you can follow up with them in a few days or weeks. This shows that you are committed to helping them and can help build trust and credibility over time.
In conclusion, selling final expense insurance over the phone requires a combination of techniques, including building rapport, being a good listener, and offering a solution. By using social proof, overcoming objections, and following up, you can increase your chances of closing more deals and helping more clients.
| Technique #1 | Build Rapport |
| Technique #2 | Be a Good Listener |
| Technique #3 | Offer a Solution |
| Technique #4 | Use Social Proof |
| Technique #5 | Overcome Objections |
| Technique #6 | Follow Up |
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