Final Expense Telesales Tips - The Final Episode

[WinoBlues]

I started doing FE telesales in 2005...15 years ago.

Newbie

 

[myinsurebiz]

The forum has been weird with links lately... Its sometimes appears in my original post.

If you can see it, just visit Facebook.com/RealRamizHakim at 8pm CST Tonight.

I converted it to a mp4 for you in case you ever need it

 

[NSRH]

I converted it to a mp4 for you in case you ever need it

LOL, you stole my training youre saying?

Flattered.

 

[myinsurebiz]

LOL, you stole my training youre saying?

Flattered.

It will be a classic one day - you may want the file.

I won't be distributing it - no need.

 

[NSRH]

It will be a classic one day - you may want the file.

I won't be distributing it - no need.

Lol, I'm good. I already have it all in my head. That was 90 minutes straight pretty much from the top of my head.

 

[NSRH]

Final Expense Telesales Tip:

Don't misunderstand natural sales resistance as a level of disinterest.

Most novice agents confuse questions, complaints, or concerns as objections.

- "Can you call me back?" Is a question. The answer is "No"
- "I'm on a tight budget." Is a complaint. The answer is "No problem."
- "I don't like transacting business over the phone." Is a concern. The answer is "Nothing to worry about."

There are no objections until you ask for the money.

 

[theinsuranceman]

Concerning telesales or field sales the following ex shows why you always know the first few objections are just defensive reflexive responses:

I hate shopping. I go to the mall to buy a dress shirt. As I start to look thru the shirts a salesman approaches me and asks "can I help you sir"?

My defensive reflexive answer is "no thanks, I'm just looking". (I sound like a tire kicker don't I?). However, I'll be at the cash register in less than 15 minutes buying a shirt! I'm a red hot buyer, I just happen to sound like a tire kicker.

The untrained sales person on the floor thinks I'm just a tire kicker killing time and not going to buy anything.

The trained sales person on the floor knows I'm a serious buyer....if I find what I want. Men don't normally go to the mall and just look thru shirts unless they are willing to buy today.

Same principles apply to selling FE.

 

[NewbieNewbie]

Why are looking? Always get to why f2f or over the phone. If you can get a WHY you are halfway home

 

[NSRH]

Final Expense Telesales Tip:

The sales phycology of a final expense phone sale cannot be compared to any other process.

It's a stand alone expertise.

Only a select few organizations target older, poorer, marginalized, and undereducated clientele.

1. Charities
2. Loan Sharks
3. Scammers
4. Final Expense Agents

Success in any other industry or niche won't translate into success with selling to the average final expense client.

This is not a mortgage sale, a Medicare sale, or any kind of tangible product sale.

Put all your experience away for now, start with a clean slate, and learn a new skill.

Be patient with the learning curve.

Remember... you sucked when you first got into sales. This is no different. Don't get frustrated.

There is no sales process like this, it takes time to master.

 

[suranceman]

Final Expense Telesales Tip:

The sales phycology of a final expense phone sale cannot be compared to any other process.

It's a stand alone expertise.

Only a select few organizations target older, poorer, marginalized, and undereducated clientele.

1. Charities
2. Loan Sharks
3. Scammers
4. Final Expense Agents

Success in any other industry or niche won't translate into success with selling to the average final expense client.

This is not a mortgage sale, a Medicare sale, or any kind of tangible product sale.

Put all your experience away for now, start with a clean slate, and learn a new skill.

Be patient with the learning curve.

Remember... you sucked when you first got into sales. This is no different. Don't get frustrated.

There is no sales process like this, it takes time to master.

Marginalized?

Come on bro.

Nobody is marginalized.

The rest of your post was spot on though.