- Thread starter
- #11
- 133
Thanks for the info. I without a doubt am going to be totally dedicated and willing to swallow my pride and use someone else's system.
Critique my Presentation
- Thread starter RonSmith1984
- Start date
- 19,673
I don't buy into the emotional selling crap. But if it works for you then keep at it. It ain't my style.
- 847
JD,
I have really tried to mimick your presentation into mine, I'm still working on it though as it takes a while to incorporate everyting.
The question I have is after reading your post about your presentation...at what point prior to going into pricing do you discuss what the face amount is going to be (since you don't ask about burials) and if burials are never brought up how do you know what premium to start at? Do you just ask what is in their budget or ask how much coverage they are looking for?
Sorry...this might be a dumb a$$ question just a little confused...
- 5,309
It's not so much emotion; moreso for building on the "reason why." At least for me.
I want to know what they need, why they need it, and why they want it.
- 19,673
Burials, funerals are brought up in the beginning on the "why".
When I get to the pricing I don't put anything down less than $40/mo. Unless the person is younger and $10,000 is less than $40. I will always put down $10,000.
Before I write down the pricing I tell them what the average funeral cost is in that area. If it's $7500 then that's where I start as long as it's over $40/mo. Then I will show $10,000 and usually $15000.
Depending on which of the 3 reasons they told me at the start I may start at $20,000 or $25000. That, again, depends on the "why?".
For example, this week I walked in to a home where the lady had a $20,000 LH. When it got to pricing I listed $20,000 and $25,000. I said, "it's your choice, I can save you almost $20/mo. or I can get you $25,000 for $1/mo less than you are paying LH".
You have to roll with the situation in front of you. There is not one answer for everyone.
When I get to the pricing I don't put anything down less than $40/mo. Unless the person is younger and $10,000 is less than $40. I will always put down $10,000.
Before I write down the pricing I tell them what the average funeral cost is in that area. If it's $7500 then that's where I start as long as it's over $40/mo. Then I will show $10,000 and usually $15000.
Depending on which of the 3 reasons they told me at the start I may start at $20,000 or $25000. That, again, depends on the "why?".
For example, this week I walked in to a home where the lady had a $20,000 LH. When it got to pricing I listed $20,000 and $25,000. I said, "it's your choice, I can save you almost $20/mo. or I can get you $25,000 for $1/mo less than you are paying LH".
You have to roll with the situation in front of you. There is not one answer for everyone.
JD,
I have really tried to mimick your presentation into mine, I'm still working on it though as it takes a while to incorporate everyting.
The question I have is after reading your post about your presentation...at what point prior to going into pricing do you discuss what the face amount is going to be (since you don't ask about burials) and if burials are never brought up how do you know what premium to start at? Do you just ask what is in their budget or ask how much coverage they are looking for?
Sorry...this might be a dumb a$$ question just a little confused...
Agreed. When I learned sales, I learned that there are phases of a sales call/meeting. 1. Getting information, 2. Giving information, 3. Getting commitment. Again, all Miller Heiman material.
- 5,309
I'll add to JD's ending comment:
My presentation leans heavily on Tim Winders' pre-qualification and selling premium approach, Andrew Fike's Term versus Whole presentation and close, and a small takeaway from John's "Reason(s) Why" approach.
With that said, I don't ask for $200 a month in premium like Tim; I also offer 3 choices based on their premium comfort range as opposed to taking the highest of the ranges and assuming the close. I don't begin filling out the app like Andrew does before he matter-of-fact asks which 3 choices would work best; I do it before starting to fill out the app.
Point is sales is art as much as it is science; you learn from others and make it your own.
My presentation leans heavily on Tim Winders' pre-qualification and selling premium approach, Andrew Fike's Term versus Whole presentation and close, and a small takeaway from John's "Reason(s) Why" approach.
With that said, I don't ask for $200 a month in premium like Tim; I also offer 3 choices based on their premium comfort range as opposed to taking the highest of the ranges and assuming the close. I don't begin filling out the app like Andrew does before he matter-of-fact asks which 3 choices would work best; I do it before starting to fill out the app.
Point is sales is art as much as it is science; you learn from others and make it your own.
JD,
I have really tried to mimick your presentation into mine, I'm still working on it though as it takes a while to incorporate everyting.
The question I have is after reading your post about your presentation...at what point prior to going into pricing do you discuss what the face amount is going to be (since you don't ask about burials) and if burials are never brought up how do you know what premium to start at? Do you just ask what is in their budget or ask how much coverage they are looking for?
Sorry...this might be a dumb a$$ question just a little confused...
